Account Manager, Enterprise

ABOUT AIRWALLEX Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us. ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. About the team The Enterprise Business team at Airwallex helps ambitious businesses operate globally by providing the financial infrastructure they need to manage payments, money movement and related financial operations. The Account Management team works strategically to maximise the enterprise customer-Airwallex partnership by building trust, identifying and driving new revenue streams, and ensuring operational success.. You will work alongside , Leadership, Solutions Engineering, Product, Operations,Legal, GTM Partnerships, Customer Success, Finance and Revenue Strategy & Operations. The team operates with a high level of ownership and collaboration, managing complex customer needs and contributing directly to enterprise growth. What you’ll do As an Account Manager on the Enterprise team, you will manage a portfolio of strategic enterprise customers and help them maximise Airwallex value. You will build trusted relationships across commercial, finance, operations, product and technology stakeholders, while identifying opportunities to increase adoption, retain customers and expand their use of Airwallex’s products and markets. You will combine strategic account planning with hands-on ownership of upsells, , escalations, onboarding and complex customer initiatives. Working cross-functionally, you will turn customer insights into action and contribute to the growth of Airwallex’s Enterprise Business. This role is a quota-carrying commercial role and is based in London, UK. Responsibilities: - Grow gross profit from existing customer accounts, manage customer operational success, and pursue upsell and expansion opportunities across Airwallex’s product suite. - Build and execute strategic account plans, including customer objectives, stakeholder maps, risks, renewal plans and 12 to 18-month growth opportunities. - Lead renewals, commercial negotiations, upsell and cross-sell opportunities, using data and customer insight to improve retention and drive Net Revenue Retention. - Build trusted relationships with senior customer stakeholders and run effective business reviews that demonstrate value, address risks and align on future priorities. - Coordinate complex customer initiatives across Sales, Product Sales, Solutions Engineering, Product, Operations, KYC and Onboarding, Legal, Customer Success and other internal teams. - Maintain accurate CRM records, opportunity tracking and forecasts, while sharing customer feedback that can inform product, operational and go-to-market improvements. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - 5 to 6 years of sales or account management experience, including experience managing complex enterprise or strategic customer relationships. - A proven track record of retaining and growing existing accounts through renewals, upsell, cross-sell or other expansion motions. - Experience managing multi-stakeholder customer relationships, including engagement with senior commercial, finance, operations, product or technology leaders. - Strong commercial, communication and negotiation skills, with the ability to simplify complex topics and build trusted relationships internally and externally. - Experience working cross-functionally to resolve customer issues, manage escalations and deliver complex onboarding, implementation or post-go-live initiatives. - Experience in fintech, payments, financial services, B2B SaaS or another technology environment with complex products. Experience with API-enabled products is an advantage. Preferred qualifications: - Experience managing enterprise accounts in payments, FX, cross-border payments, treasury, cards, embedded finance or other financial infrastructure products. - Experience developing strategic account plans, leading QBRs or executive business reviews, and building relationships with C-level stakeholders. - A data-driven approach to account health, forecasting, renewal planning and commercial prioritisation, with strong CRM discipline. - Curiosity, resilience and an entrepreneurial mindset, with the ability to operate effectively in a fast-growi