Account Manager, Japan

ABOUT AIRWALLEX

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

ATTRIBUTES WE VALUE

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you'll do

The Account Manager role is a key sales role at Airwallex. This role will work within our SME team on a book size of 150-300 customer accounts.

You will work cross-functionally, engaging with many teams across the wider Airwallex team, including sales, product, engineering, marketing, finance, and strategy. This role will predominantly focus on upselling, cross-selling & building multi-stakeholder relationships with your portfolio of customers.

Responsibilities:

- Build deep relationships with your portfolio to best understand customer needs & provide value-based solutions utilising our range of products and services.

- Achieve revenue targets by focusing on input metrics to deliver the relevant outputs. We have a framework that works, but we also want this individual to bring themself to the role & drive success in how it best works for them utilising the best tools available

- Forecast & build out a pipeline within Salesforce to accurately track numbers for the business to understand how/when/what success you’re driving.

- Build relationships with internal stakeholders to share customer insights & help build out the roadmap of products from this.

Who you are

- You have Account Management experience - at least 3 years of B2B experience managing and growing technology/fintech relationships with a large book of accounts.

- You have worked previously with complex sales, feeling comfortable selling to C-level executives.

- You are a relationship builder – you build meaningful, collaborative relationships with all you work with internally and externally.

- You have exceptional communication skills and are comfortable conversing with people of all backgrounds and domains.

- You are a problem solver – you look for creative solutions, understand new products, and ask the right questions before figuring out a solution. You can easily simplify complexity for others.

- You want to build something great – you should be resilient, driven, creative, patient but persistent, adaptable, and work well under pressure.

- You are success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets.

- You are technically minded and have prior experience working in API B2B sales or account management for a similar organisation.

AIRWALLEXについて

Airwallexは、グローバル企業向けの統合型決済・金融プラットフォームです。独自開発のインフラとソフトウェアを基盤に、世界250,000社以上の企業に対し、ビジネスアカウント、決済、支出管理、資金管理、Embedded Financeなどのソリューションを提供しています。

2015年にオーストラリア・メルボルンで創業し、現在は世界27拠点、2,300名以上のメンバーが活躍しています。Airwallexは世界中の企業が国境を越えて成長できる金融インフラの構築を目指しています。

チームについて

AirwallexのSME