Description
As a Senior Account Manager, you will build relationships with existing customers to ensure they receive the necessary tools and support to achieve their goals.
You will be the bridge between the customer and the Airwallex team, having an in-depth understanding of the customer's needs and goals and how Airwallex can support them.
You will work in a fast-paced, scaling environment, providing resources across the EMEA business at a senior level, evaluating and scaling Account Management strategy, and working closely with Sales, Marketing, and Operations Leadership.
The UK team is growing, currently with 110+ employees, working in a hybrid work environment with 3 days per week required in the London Office.
Responsibilities
- Own and grow a portfolio of strategic accounts, developing account plans, increasing product adoption, deepening relationships, and driving expansion through regular strategic customer engagements.
- Identify, develop, and close upsell and expansion opportunities, proactively managing opportunities through the sales cycle from identification to close and revenue realization.
- Act as a trusted advisor to customers, understanding their business, industry, and goals to help them maximize the value of Airwallex and identify opportunities to support their growth.
- Lead complex technical discussions and commercial negotiations, including bespoke commercial agreements, multi-product solutions, and high-value expansion opportunities.
- Translate customer needs into solutions, with the ability to understand technical requirements and work across multiple products to develop compelling, commercially viable solutions.
- Operate with ownership and agility, demonstrating the ability to work independently, navigate ambiguity, and adapt quickly in a fast-paced and rapidly changing environment.
- Demonstrate a strong track record of performance and a passion for technology, consistently achieving or exceeding KPIs and revenue targets while maintaining the curiosity to understand and articulate the value of an evolving technology landscape.
- Coach and develop junior members of the Account Management team, while leading strategic initiatives and driving key GTM priorities.
Requirements
- 4+ years of customer-facing account management or sales experience, ideally within a technology, software, fintech, or payments business, with a proven track record of top performance.
- Strong consultative selling skills, with demonstrated experience managing complex sales cycles within existing customer accounts, understanding customer strategies and pain points, and articulating compelling value propositions.
- Proven track record of exceeding commercial targets, with demonstrated success in high-target, high-pace environments and consistently delivering against revenue and commercial KPIs.
- Strong analytical and strategic skills, with the ability to use data to shape account strategy, identify growth opportunities, and build effective QBRs and account plans.
- Proven experience managing complex, multi-product accounts, including developing and executing strategic account plans to drive retention, adoption, expansion, and long-term customer value.
- Strong technical aptitude with solid API knowledge, with the ability to understand complex technical requirements, identify customer needs, and work across products to develop appropriate solutions.
- Exceptional communication and relationship-building skills, with strong verbal and written English and the ability to build credibility and influence across technical, commercial, and senior customer stakeholders.
- Demonstrated ability to build strong customer relationships and deliver exceptional customer outcomes, acting as a trusted advisor and strong advocate for the customer.
- Strong problem-solving, networking, and commercial judgment, combined with resilience, a positive attitude, and a strong bias towards action when navigating internal and external blockers.
- Bachelor's degree or equivalent.
- Startup and/or fintech experience preferred.
- Experience with Salesforce highly regarded.