Senior Account Manager, Enterprise

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 As an Enterprise Account Manager, you’ll manage a portfolio of strategic enterprise customers and help them maximise the value they get from Airwallex. - Build trusted relationships across commercial, finance, operations, product and technology stakeholders, identifying opportunities to increase adoption, retain customers and expand their use of Airwallex’s products and markets. - Own strategic account planning, 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 escalations, onboarding and 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. You'll work from our Munich office three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - 8+ 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. - Native German and English fluency required. PREFERRED - 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-growing environment, adapt to evolving priorities and proactively solve complex customer problems. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You own the outcome and you don't wait for permission to fix what's broken. - You're excited by a category that hasn't been won yet, and want to be early enough to shape it. - You connect dots across functions and hold the big picture without losing grip on the details. - You simplify complexity rather than hiding behind it. LEARN MORE ABOUT YOUR TEAM Enterprise Business is about more than closing deals. This team helps large, often multinational organizations solve complex financial challenges that go well beyond a single product decision — moving money globally, managing treasury operations, embedding financial services across borders, and replacing fragmented financial workflows with one global system built to scale. You’ll be helping customers understand what is possible when their financial operations work as one global system. It's a team for strategic sellers with a builder mindset, who combine strategic thinking with deep product knowledge: comfortable with long deal cycles, multiple stakeholders, and the kind of autonomy that comes from being trusted to create value, shape the deal, and move complex opportunities forward rather than follow a rigid playbook. If you want to work on high-consequence deals that genuinely change how large businesses operate financially, this is the 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 f