Account Manager, SME & Growth

About Airwallex

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 us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

About the team

The SME & Growth team helps ambitious businesses get more value from Airwallex as they scale across markets, products and entities. We are building a high-performing DACH post-sales motion that combines commercial account ownership, customer value creation, and close cross-functional collaboration. As part of this team, you will work closely with the Account Management Lead and colleagues across Sales, Product, Risk, FinOps, and Support. This is an opportunity to help shape the standards and ways of working for strategic customer management in the region.

What you’ll do

As an Account Manager, SME & Growth, DACH, you will own a portfolio of the region’s most valuable customers right in the sweet spot of our customer base, between Self-Service and Enterprise. Your focus will be on protecting and growing gross profit, strengthening executive relationships, and helping customers expand their use of Airwallex across products and markets. You will act as a trusted commercial advisor, translating customer needs into practical solutions and coordinating the right internal teams to deliver them. This role is based in Berlin.

Responsibilities

• Own a portfolio of strategic DACH accounts, with accountability for gross profit, retention, and expansion.

• Build 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.

Who you are

We’re looking for someone who combines commercial ownership with strong strategic thinking, customer empathy, and the ability to operate confidently in complex environments.

What you bring

• 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.

Preferred qualifications

• 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.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @ airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.