Senior Account Manager, Enterprise
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 150,000 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 1,800 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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 . 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. What you'll do The Senior Account Manager, Enterprise role is a key sales role at Airwallex as we continue to rapidly grow in Australia and New Zealand. You’ll be the central relationship owner for one of our largest, most strategic clients globally. You’ll guide this major partner across various workstreams and products from onboarding through to expansion - unlocking new value, advocating for their needs, and acting as their trusted navigator across Airwallex’s product suite. You are the glue: answering day-to-day queries, spotting emerging trends and risks, and collaborating internally to drive proactive solutions. Your mission is to maximize client lifetime value, enable operational excellence, and shape product strategy by surfacing deep customer insights. Location This role is based in Sydney. Responsibilities Act as the trusted central point of contact for key enterprise accounts, building deep relationships with stakeholders from C-suite to operations. Guide a major enterprise client through onboarding, product integration, and ongoing expansion across multiple workstreams and offerings. Dive deep into our product suite and become the go-to expert, proactively surfacing opportunities for adoption and educating clients on how Airwallex can solve complex business challenges. Lead and orchestrate complex, cross-functional projects, ensuring seamless client experiences and timely delivery against commitments. Spot trends and risks in client behaviour, flag broader issues, and collaborate with internal teams to drive resolution and unlock new value streams. Drive commercial growth by identifying upselling/cross-selling opportunities, and participating in pricing and commercial negotiations. Use Monthly/Quarterly Business Reviews (MBRs/QBRs) and client insights to suggest new product avenues, helping shape Airwallex product strategy and plant seeds for future growth. Collaborate closely with marketing, product, onboarding, solutions engineering, and support teams to optimise processes and deliver exceptional client outcomes. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: 8+ years in enterprise account management, specialising in managing complex payment ecosystems Experience managing major enterprise accounts (ASX100 or similar scale/complexity). Deep understanding of lengthy and complex migrations and nuances of enterprise relationships Proven project management experience in aligning many stakeholders and driving successful outcomes. Excellent communication, rapport-building, and negotiation skills, with the ability to connect across all client levels. Commercial acumen: demonstrated ability to drive revenue, manage complex pricing conversations, and hit growth targets. A creative problem solver: comfortable with ambiguity, proactive about designing innovative solutions, and navigating complex structures. Entrepreneurial mindset: operates independently and collaboratively in a fast-paced, growth-focused environment. Preferred qualifications: Strong interest in fintech innovation and excitement to learn technical concepts while becoming an internal product champion. Familiarity with CRM, project management tools, and enterprise SaaS platforms. Equal opportunity Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know. 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 specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. If you are approached by someone claiming to represent Airwallex, please verify with our team.