Head of Account Management, 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 https://www.airwallex.com/en-us/operating-principles to see it in full.   As Head of Account Management at Airwallex, you will be the strategic architect and bar setting of our post-sales growth engine. Leading a team of 15+ account managers and customer success managers through a few direct managers, you will define the GTM strategy to maximise product adoption and wallet share across our existing customer base. Our account managers do not just prevent churn and maintain utilisation, they are industry-focused to specialise, and they work hand-in-hand with customers to determine what good looks like for the industry. In this role, you are building the systems, culture, and leadership bench that will deliver exceptional commercial outcomes and scale our SME & Growth segment. You'll work cross-functionally with sales, product, operations, marketing, and strategy to build playbooks and processes, to ensure best-in-class execution by the account management and customer success teams. The ideal candidate combines business acumen, cross-functional influence, strong data affinity, with proven people leadership and management, plus the hustle and creativity to build new approaches in a fast-moving environment. RESPONSIBILITIES - Leadership of Leaders: set standards, lead, coach, and scale a high-performing organisation of 15+ AMs and CSMs by directly managing Team Leads/Managers, while influencing the broader team. - Drive portfolio growth: develop and execute the GTM strategy to expand Airwallex's footprint, strengthen client relationships, and grow wallet share across the full customer portfolio. - Prioritise biggest bets: identify and lead cross-functional initiatives based on industry trends, competitors, and customer insights, to drive step-change execution and largest commercial impact. - Trusted advisor to key customers: build and maintain strong relationships with C-suite of top clients, serving as a trusted advisor and ensuring Airwallex solutions deliver transformational value. REQUIREMENTS - 10+ years' experience in sales, business development, account management, with at least 7 years in leadership roles, ideally in payments, fintech, consulting, investment banking, or a high-growth company - Proven track record of building and leading high-performing teams to achieve ambitious commercial targets in a high-growth environment. - Hustler mentality: scrappy, persistent, and comfortable working in ambiguity, yet able to set structure - Strong commercial intuition, with the ability to map payment flows and spot revenue opportunities. - Highly analytical, with the ability to drive strategic planning, evaluate data, and make informed decisions. - Exceptional communication, negotiation, and stakeholder management skills, with experience engaging C-level executives. - Experience developing and executing GTM strategies, driving product adoption, and managing complex client portfolios. 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.