Account Manager, Mid Market (San Francisco)

About AirwallexAirwallex 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 ValueWe 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.About the teamThe Mid-Market segment is the cornerstone of the US economy, accounting for ⅓ of its GDP. The Airwallex US Mid-Market sales team is a newly founded GTM team focusing on companies with 500-2,000 employees and global financial operations. We deliver spend management solutions that fill the unmet needs of the finance leaders. Our unique value proposition is centered around unparalleled global coverage, unified payment infrastructure and spend management software, and end to end coverage of the full treasury cycle from account receivables (acquiring, billing) to global banking to spend management (corporate cards, bills, reimbursement, and procurement). We are a group of ambitious innovators who are passionate in helping mid market companies transform their financial operations and grow without borders.What you’ll doAirwallex is seeking an experienced Account Manager to join our growing Mid-Market team. As an integral part of our commercial organization, you will be responsible for cultivating and expanding strong relationships with our Mid-Market clients in the US. You will play a pivotal role in enhancing customer satisfaction, driving account growth through cross-sell and upsell, and positioning Airwallex as the leading global financial platform for mid-market companies with complex cross-border financial operations. You will be part of a small, high-impact team and a driving force in helping us expand the US market.This hybrid role is based in San Francisco or New York City. Responsibilities:Develop and maintain deep relationships with key stakeholders within your assigned accountsServe as the primary point of contact for your clients, addressing their inquiries, resolving issues, and escalating concerns when necessaryBecome an expert on the Airwallex product suite, specifically our Spend Management productCollaborate with Solution Engineering, Product, and other internal teams to ensure seamless client onboarding, integration, and ongoing optimizationProactively identify opportunities to expand your clients' use of Airwallex's products, driving revenue growth through cross-sell, upsell, and increased volume across Spend Management and other product suites such as FX and treasury, online payments, and billingConduct structured business reviews (QBRs) with clients, delivering data-driven insights and clear action plans to drive product adoption and account healthUse data and customer feedback to identify patterns, surface product gaps, and influence Product and Engineering prioritiesOwn portfolio forecasting and reporting on revenue, pipeline, risk, and customer health for your assigned book of businessWho you areWe'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:4+ years of experience in account management, partnership or sales, within fintech or high growth SaaS industriesStrong understanding of spend management products, including corporate cards, expense management, account payable and procure to pay solutions, and accounting automation.Proven track record of building and maintaining strong client relationshipsExcellent communication and presentation skills, both verbal and writtenAbility to identify, analyze, and resolve client issues efficiently and effectivelyProficiency in Salesforce or similar CRM toolsStrong analytical skills and ability to interpret complex data to prioritize accounts and identify growth opportunitiesPreferred qualifications:Proven ability to diagnose and resolve technical issues and experience working closely with technical stakeholdersExperience across multiple payment products (spend management, FX, cards, acquiring, treasury) or cross-border financial platforms; other B2B software backgrounds are also consideredSelf-motivated and results-oriented, with a passion for exceeding goals and a willingness to go the extra mile; comfort operating in environments with high standards, fast iteration cycles, and evolving prioritiesA genuine commitment to understanding and exceeding customer needs, consistently prioritizing their satisfaction and successExperience with data visualization tools (e.g., Looker, Tableau) and account planning or forecasting toolsApplicant Safety Policy: Fraud and Third-Party RecruitersTo protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.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.Equal opportunityAirwallex 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.Compensation Range: $210K - $262.5KLocationUS - San Francisco; US - New YorkEmployment TypeFull timeLocation TypeHybridDepartmentSME & Growth BusinessAccount Management, Mid MarketCompensationOTE $210K – $262.5K • Offers Equity • Offers CommissionAirwallex promotes fair compensation practices in accordance with applicable national, federal, state, and local law.These expected base pay ranges are based on information at the time this post was generated and represent the company’s good faith minimum and maximum ranges for this role at the time of posting.The actual compensation offered to a candidate will be dependent upon multiple factors, including but not limited to relevant experience, skills and other qualifications, geographic location as noted, internal equity, and other external market factors.Certain roles may be eligible for other compensation including, but not limited to, annual bonuses, commissions, RSUs, or other forms of compensation in addition to the established salary range.Benefits vary by country and employment type in accordance with local statutory requirements. All employees receive at least the statutory minimum for paid annual leave and public holidays, with many of our locations offering additional company-provided vacation days.For example, for US-based employees, they are eligible to participate in medical, dental, and vision insurance, a 401(k) plan, short-term and long-term disability, basic life insurance, and well-being benefits. US-based employees also receive 20 paid days of vacation and 12 paid days of company holidays in a calendar year.Further details about our compensation and benefits package are available upon request by contacting our Talent Acquisition team.