Account Manager, Mid Market

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, Rippling, 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 Mid-Market segment is the cornerstone of the US economy, accounting for ⅓ of its GDP. The Airwallex US Mid-Market sales team is a newly founded GTM team focusing on companies with 500-2,000 employees and global financial operations. We deliver spend management solutions that fill the unmet needs of the finance leaders. Our unique value proposition is centered around unparalleled global coverage, unified payment infrastructure and spend management software, and end to end coverage of the full treasury cycle from account receivables (acquiring, billing) to global banking to spend management (corporate cards, bills, reimbursement, and procurement). We are a group of ambitious innovators who are passionate in helping mid market companies transform their financial operations and grow without borders.

WHAT YOU’LL DO

Airwallex is seeking an experienced Account Manager to join our growing Mid-Market team. As an integral part of our commercial organization, you will be responsible for cultivating and expanding strong relationships with our Mid-Market clients in the US. You will play a pivotal role in enhancing customer satisfaction, driving account growth through cross-sell and upsell, and positioning Airwallex as the leading global financial platform for mid-market companies with complex cross-border financial operations. You will be part of a small, high-impact team and a driving force in helping us expand the US market.

This hybrid role is based in San Francisco or New York City.

RESPONSIBILITIES:

• Develop and maintain deep relationships with key stakeholders within your assigned accounts

• Serve as the primary point of contact for your clients, addressing their inquiries, resolving issues, and escalating concerns when necessary

• Become an expert on the Airwallex product suite, specifically our Spend Management product

• Collaborate with Solution Engineering, Product, and other internal teams to ensure seamless client onboarding, integration, and ongoing optimization

• Proactively identify opportunities to expand your clients' use of Airwallex's products, driving revenue growth through cross-sell, upsell, and increased volume across Spend Management and other product suites such as FX and treasury, online payments, and billing

• Conduct structured business reviews (QBRs) with clients, delivering data-driven insights and clear action plans to drive product adoption and account health

• Use data and customer feedback to identify patterns, surface product gaps, and influence Product and Engineering priorities

• Own portfolio forecasting and reporting on revenue, pipeline, risk, and customer health for your assigned book of business

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:

• 4+ years of experience in account management, partnership or sales, within fintech or high growth SaaS industries

• Strong understanding of spend management products, including corporate cards, expense management, account payable and procure to pay solutions, and accounting automation.

• Proven track record of building and maintaining strong client relationships

• Excellent communication and presentation skills, both verbal and written

• Ability to identify, analyze, and resolve client issues efficiently and effectively

• Proficiency in Salesforce or similar CRM tools

• Strong analytical skills and ability to interpret complex data to prioritize accounts and identify growth opportunities

PREFERRED QUALIFICATIONS:

• Proven ability to diagnose and resolve technical issues and experience working closely with technical stakeholders

• Experience across multiple payment products (spend management, FX, cards, acquiring, treasury) or cross-border financial platforms; other B2B software backgrounds are also considered

• Self-motivated and results-oriented, with a passion for exceeding goals and a willingness to go the extra mile; comfort operating in environments with high standards, fast iteration cycles, and evolving priorities

• A genuine commitment to understanding and exceeding customer needs, consistently prioritizing their satisfaction and success

• Experience with data visualization tools (e.g., Looker, Tableau) and account planning or forecasting tools

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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.