Account Manager, SME & Growth
Job description
An Account Manager, SME & Growth role at Airwallex owning a portfolio of strategic DACH accounts, accountable for gross profit, retention and expansion. The role acts as a trusted commercial advisor, strengthening executive relationships and helping customers expand their use of Airwallex across products and markets.
At a glance
- Employment
- Full-time
- Work mode
- Hybrid · Berlin, Germany
- Languages
- German – fluent, English – fluent
What you'll do
- Own strategic account plans and lead executive-level Quarterly Business Reviews at least once per quarter.
- Lead complex, consultative commercial negotiations and multi-product opportunities across FX, Global Accounts, Cards and Issuing, Spend, and Payouts.
- Manage multi-entity and multi-country customers with multiple stakeholders, translating technical requirements into clear customer solutions.
- Identify expansion signals, convert them into well-documented Salesforce opportunities, and contribute to an accurate, stage-weighted forecast.
- Own the client through operational and compliance events, gathering facts, setting expectations, driving internal teams to resolution, and keeping the relationship intact.
- Represent the customer internally across Product, Risk, FinOps, and Support, translating customer feedback and recurring themes into actionable insights for the wider business.
- Help build the foundations of a scalable DACH Post-Sales function by developing repeatable processes, playbooks, and operating standards for account planning, QBRs, handovers, and expansion.
What we're looking for
- 3+ years of successful experience in Account Management, Customer Success or Sales, ideally working with a technical product and a consistent track record of strong performance.
- Experience managing complex, consultative sales cycles and multi-product accounts, including the development and execution of strategic account plans.
- Strong analytical skills, with the ability to use data to shape account strategy, prepare QBRs, and identify commercial opportunities.
- Experience working with CRM systems and a strong commitment to accurate, consistent Salesforce hygiene.
- The ability to understand complex technical concepts and a solid foundational understanding of APIs.
- Comfort operating in an ambiguous, fast-paced environment with evolving priorities and a high degree of ownership.
- Excellent written and verbal communication skills in both German and English.
Nice to have
- Experience working with fintech, payments, SaaS, or another technical product.
- Experience managing multi-entity or multi-country customers and engaging stakeholders at executive level.
- A track record of leading bespoke commercial negotiations and driving retention or expansion across existing accounts.
Your team
SME & Growth
SME & Growth at Airwallex helps small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform.
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About Airwallex
The AI-native financial operating system for a real-time, intelligent economy
Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use Airwallex, directly or through its platform partners, to run their financial operations or build and monetize financial products of their own. Airwallex started in Melbourne in 2015 and is the regulated backbone behind global payments, with 85+ licenses and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.
Mission
To build the infrastructure global commerce runs on.
Key facts
- more than 2,700 people
- 2015
- San Francisco and Singapore (co-headquartered)
- Fintech / payments
- More than 675,000 businesses use Airwallex, directly or through its platform partners
- 85+ licenses
- Financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific
- More than 2,700 people across 27 offices
- Started in Melbourne in 2015
- Co-headquartered in San Francisco and Singapore
Partners & customers
What they value
- Builders with founder-level energy
- Move fast with good judgment
- Dig in with real curiosity
- Make calls from first principles rather than waiting to be told what to do