Director, Account Management, SME & Growth, CN

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 You'll lead the post-sale growth engine for Airwallex's SME & Growth business in China. Through four direct managers, you'll shape the leadership bench, systems, and go-to-market strategy that support product adoption, revenue growth, and customer retention across our existing customer base. - Lead and scale a high-performing post-sale organization of Account Managers and Customer Success Managers by managing a team of frontline managers, building the leadership bench, systems, and culture needed for sustainable growth. - Define and execute the go-to-market strategy for product adoption across the existing SME & Growth customer base, driving revenue growth, customer retention, and deeper product penetration. - Build trusted relationships with key clients, acting as a senior advisor and ensuring Airwallex's solutions deliver meaningful commercial value. - Partner cross-functionally with Product, Engineering, Marketing, and Revenue Operations to turn customer needs into product improvements and go-to-market initiatives. - Set clear goals and operating rhythms around revenue, product penetration, and customer satisfaction; use KPIs, coaching, and training to raise team performance. - Resolve complex customer challenges by anticipating risks, protecting satisfaction and retention, and serving as the escalation point when issues require senior ownership. - Champion Airwallex's operating principles and values, acting as a role model and culture carrier across the business. WHAT WE'RE LOOKING FOR Essentials - 12+ years of sales or account management experience, including at least 8 years in leadership roles, ideally in fintech, payments, consulting, or investment banking. - A proven track record of building and leading high-performing teams to achieve ambitious commercial targets in a high-growth environment. - Strong analytical skills, with the ability to drive strategic planning, evaluate data, and make informed decisions. - Deep understanding of the fintech and payments ecosystem, including relevant regulations and digital transformation trends. - Exceptional communication, negotiation, and stakeholder management skills, including experience engaging C-level executives. - Experience developing and executing go-to-market strategies, driving product adoption, and managing complex client portfolios. - A bachelor's degree; an advanced degree in business, finance, or a related field is a plus. Preferred - Experience in consulting, investment banking, or high-growth technology environments. - Technical proficiency with CRM and analytics tools such as Salesforce, Looker, or SQL. - Experience with API-based or SaaS product sales. YOU'LL THRIVE HERE IF - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - 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 value in-person collaboration and are happy being in the office five days a week. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. - You connect dots across functions and hold the big picture without losing grip on the details. 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