About the Job
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 2,700 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 pri...
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 b...
Key Responsibilities
As an Account Manager on the Enterprise team, you will manage a portfolio of strategic enterprise customers and help them maximise the value they get from Airwallex. You'll take a consultative approach, building 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 across the implementation, API activation and growth phases. This is a quota-carrying commercial role based in Tel Aviv.
Grow gross profit from existing customer accounts, manage operational success and pursue upsell and cross-sell 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 and expansion 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
Project manage complex customer initiatives across several technical and non-technical domains, coordinating Sales, Product, Solutions Engineering, Operations, KYC and Onboarding, Legal and Customer Success
Be proactive in identifying and solving client challenges before they become risks
Maintain accurate CRM records, opportunity tracking and forecasts, and report weekly and monthly performance against KPIs, metrics and targets
Ensure the best possible customer experience throughout onboarding and beyond
Required Skills & Abilities
We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but they're not mandatory.
Fluent written and spoken English and Hebrew
5 to 6 years of experience managing complex technology sales or account management, from small to enterprise accounts
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 for others 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
Technically minded, with prior experience in API sales or account management for a similar organisation
Strong data analysis skills, with the ability to draw insight from account and performance data to inform decisions
Experience in fintech, payments, financial services, B2B SaaS or another technology environment with complex 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 adapt to evolving priorities and proactively solve complex customer problems.
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.
Qualifications
Experience:
6 years experience
