Associate Growth Account Manager, ANZ

As an Associate Growth Account Manager, SME & Growth, you'll own the commercial relationship for a portfolio of ambitious ANZ businesses, helping customers get more value from Airwallex by increasing product adoption, strengthening relationships and identifying sustainable growth opportunities.

You'll combine account planning, customer engagement and end-to-end commercial ownership across Airwallex's product suite, including business accounts, payments, spend management, treasury and API-enabled solutions. You'll build trusted relationships with founders, finance leaders, operators and other senior decision-makers, while partnering with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes.

You'll identify, develop and close upsell, cross-sell and expansion opportunities; manage complex commercial negotiations; use customer, product and commercial data to prioritise your portfolio; and maintain disciplined pipeline management and accurate forecasting in Salesforce. This is a scaled, high-velocity role where you'll manage a large book of business and create focused, repeatable ways to drive customer value and growth.

You'll work from our Bangalore, India office five days a week.

Essentials:

• 2+ years of experience in account management, relationship management or sales, ideally selling a technical product, SaaS platform, payments solution or other financial technology.
• Experience managing a large book of business and driving growth across a high-volume portfolio.
• A proven track record of meeting or exceeding commercial targets and delivering against revenue, gross profit or other relevant KPIs.
• Strong consultative selling skills, with the ability to understand customer strategies and pain points, uncover opportunities and articulate compelling value propositions.
• Demonstrated experience managing sales cycles, including upsell, cross-sell, renewal or expansion opportunities from identification through close.
• Experience managing multi-product accounts and developing account strategies that drive retention, adoption and expansion.
• Strong analytical and commercial judgement, with the ability to use data to prioritise accounts, identify opportunities and plan effective customer engagement.
• Exceptional verbal and written English.
• Strong negotiation, problem-solving, networking, relationship-building and stakeholder management skills.
• Curiosity about customers and their businesses, with the ability to ask thoughtful questions, understand underlying needs and connect those needs to practical solutions.
• A resourceful, efficient approach to problem-solving, with resilience, a positive attitude and a strong bias towards action when navigating customer or internal blockers.
• Bachelor's degree or equivalent professional experience.

Preferred:

• Experience working with customers in professional services, consulting, accounting, marketing, education, travel or healthcare.
• Experience in fintech, payments, SaaS or another fast-growing technology business.
• Familiarity with APIs, integrations or technical solution selling, and the aptitude to learn complex products and customer requirements.
• Experience managing or selling products such as payments, foreign exchange, business accounts, cards, expense management, bill pay or treasury.
• Experience with Salesforce or a comparable CRM.
• Experience leading commercial negotiations involving multiple products, senior stakeholders, procurement, legal or other review processes.
• Experience using customer or transactional data to diagnose opportunities and improve account performance.
• Comfort operating in a high-growth environment with evolving priorities, high standards and meaningful ownership.
• A curious, commercially minded approach and a willingness to continuously deepen your product and industry knowledge.

You'll thrive here if:

• You have a track record of hitting your numbers, and you're motivated by stretch goals.
• You enjoy working closely with people across multiple countries and time zones as part of one connected, global team.
• You value in-person collaboration and are happy being in the office five days a week.
• You own the outcome and don't wait for permission to fix what's broken.
• You're comfortable operating across time zones with a globally distributed team.
• You stay curious about customers, take initiative to work through challenges and focus on making progress efficiently.