Strategic Account Manager, SME - France

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 2,700 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 principles https://www.airwallex.com/en-us/operating-principles to see it in full. HOW YOU'LL MAKE IMPACT Own growth across a portfolio of 50–100 SME customers, driving expansion, product adoption and strong Net Revenue Retention through a focused, data-led account strategy. You’ll identify the accounts with the greatest potential, build 12-month growth plans with CFOs and Treasury Leads, and create cross-sell opportunities across cards, spend, FX, billing and embedded finance. - Drive expansion and product adoption across an existing portfolio, achieving Net Revenue Retention and GMV growth targets. - Segment and tier 50–100 accounts to focus your time on the highest-impact retention and growth opportunities. - Build strategic account plans and 12-month growth roadmaps with CFOs, Treasury Leads and other key stakeholders. - Identify and deliver cross-sell opportunities across cards, spend, FX, billing and embedded finance. - Navigate complex KYB and compliance requirements, technical integrations and operational issues during onboarding. - Improve customers’ time to first transaction and support long-term product adoption. - Retain and grow customers in a competitive market by communicating the value of Airwallex’s broader solution, not just competing on price. - Partner with Product, Compliance, Support and other teams on product feedback loops, pricing changes, support enablement and a closed-loop Voice of the Customer process. You’ll work from our Paris office three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - 2–5 years’ experience in Account Management or Customer Success within fintech or payments. - A strong understanding of fund flows, acquiring and FX. - A proven track record of driving expansion and achieving Net Revenue Retention or GMV growth targets across an existing book of business. - Experience managing a portfolio of 50–100 accounts through rigorous segmentation and tiering. - Experience navigating complex KYB and compliance requirements, as well as technical or operational issues during onboarding. - The ability to map stakeholders, including CFOs and Treasury Leads, and build 12-month account growth roadmaps. - Experience retaining and growing customers in a competitive market by selling solution value, not just competing on price. PREFERRED - Experience managing a senior-level portfolio of the top 50 accounts. - Experience contributing to cross-functional projects such as product feedback loops, pricing changes or support enablement. - Experience building a closed-loop Voice of the Customer process. - Multi-product cross-sell experience across cards, spend, FX, billing or embedded finance. - Experience working with multi-entity or international customers. - A second language beyond the primary market requirement. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You have experience at a fintech, payments company, or other highly regulated business. - You own the outcome and you don't wait for permission to fix what's broken. - You connect dots across functions and hold the big picture without losing grip on the details. - You’re comfortable making decisions with incomplete information and moving quickly anyway. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. 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 contr