Description
About the Role
As the Director, Account Management, SME & Growth, CN at Airwallex, you will be the strategic architect of our post-sale growth engine. You will lead a department of 25+ professionals through a layer of four direct managers, defining the GTM strategy for product adoption across our existing customer base.
Responsibilities:
- Lead, coach, and scale a high-performing organization of 25+ Account Managers and CSMs by directly managing and developing Team Leads/Managers.
- Develop and execute the GTM strategy to drive product adoption, revenue growth, and customer retention within the SME & Growth segment.
- Build and maintain strong relationships with key clients, serving as a trusted advisor and ensuring Airwallex solutions deliver transformational value.
- Collaborate cross-functionally with Product, Engineering, Marketing, and Revenue Operations to translate customer needs into product improvements and GTM initiatives.
- Set and report on team goals focused on revenue, product penetration, and customer satisfaction; track KPIs and implement training programs to enhance performance.
- Anticipate and resolve client issues, mitigate risks to satisfaction and retention, and act as the escalation point for complex challenges.
- Champion Airwallex’s operating principles and values, acting as a role model and culture carrier across the business.
Requirements:
- 12+ years of sales or account management experience, with at least 8 years in leadership roles, ideally in fintech, payments, consulting, or investment banking.
- Proven track record of building and leading high-performing teams to achieve ambitious commercial targets in a high-growth environment.
- Highly analytical, 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, with experience engaging C-level executives.
- Experience developing and executing GTM strategies, driving product adoption, and managing complex client portfolios.
- Bachelor’s degree required; advanced degree in business, finance, or a related field is a plus.