Head of Account Management, SME & Growth

About the role

Airwallex, the AI-native financial operating system used by more than 675,000 businesses, is looking for a Head of Account Management for its SME & Growth segment. You will lead a team of 15+ account managers and customer success managers through a few direct managers and define the go-to-market strategy to maximise product adoption and wallet share across the existing customer base. The role works cross-functionally with sales, product, operations, marketing and strategy.

Key responsibilities

• Lead and coach a high-performing organisation of 15+ account managers and customer success managers by directly managing team leads and managers.
• Develop and execute the go-to-market strategy to expand Airwallex's footprint, strengthen client relationships and grow wallet share across the customer portfolio.
• Identify and lead cross-functional initiatives based on industry trends, competitors and customer insights.
• Build strong relationships with the C-suite of top clients and act as a trusted advisor.
• Work with sales, product, operations and marketing to build playbooks and processes for the account management and customer success teams.

Required profile

• 10+ years of experience in sales, business development or account management, with at least 7 years in leadership roles.
• Background ideally in payments, fintech, consulting, investment banking or a high-growth company.
• Proven track record of building and leading teams to hit ambitious commercial targets.
• Experience developing and executing go-to-market strategies and managing complex client portfolios.

Required skills

• Ability to map payment flows and spot revenue opportunities.
• Highly analytical, with strong data affinity and strategic planning.
• Exceptional communication, negotiation and stakeholder management, including engagement with C-level executives.