Account Manager, SME & Growth, HK (Team Expansion)

About this role

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 200,000 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 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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 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 200,000 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, Airwallex is now co-headquartered in Singapore and San Francisco, with over 2,000 people across 26 offices globally. Valued at US$8 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 ambitious, curious and reliable people who care deeply about customers and take ownership. You move fast with conviction, think from first principles, use data and sound judgment to make decisions, and hold a high bar for the quality of your work. You are resilient, collaborative and practical, and you stay focused on creating long-term value for customers and the business.

WHAT YOU’LL DO

As an Account Manager in our Hong Kong SME & Growth team, you will own a portfolio of existing customers and operate with a strong hunter mindset to uncover, qualify and close expansion opportunities. This is a commercially focused growth role responsible for increasing revenue, deepening product adoption and building senior customer relationships across your book of business.

You will use customer, product and transaction signals to identify where Airwallex can solve bigger problems for clients, then move quickly to convert those signals into pipeline and revenue. You will partner closely with sales, product, operations, risk, marketing and strategy to deliver strong commercial outcomes and a high-quality customer experience.

This role is based in Hong Kong.

RESPONSIBILITIES

- Own revenue growth across an assigned portfolio of SME & Growth customers by identifying and closing upsell, cross-sell, reactivation and expansion opportunities across Airwallex’s product suite.

- Build deep relationships with founders, business owners, finance leaders and other senior stakeholders, including C-level decision-makers where relevant, to understand customer needs, commercial priorities and growth plans.

- Proactively use customer, product and transaction signals to identify high-potential opportunities, commercial risks and whitespace for expansion, and act on them quickly.

- Run high-urgency, multi-channel outreach to decision-makers through phone, email and other appropriate channels to generate conversations and progress deals.

- Own a disciplined pipeline in Salesforce, including opportunity management, forecasting, activity tracking and conversion performance.

- Lead commercial conversations, solutioning and negotiations across multi-stakeholder sales cycles, with a clear focus on value creation and revenue outcomes.

- Partner cross-functionally with product, engineering, operations, finance, risk and marketing to solve customer problems, remove blockers and share market feedback.

- Act as a trusted advisor to customers by helping them understand how to get more value from Airwallex and expand their use of the platform.

REQUIREMENTS

- 3+ years of quota-carrying B2B sales, account management or commercial growth experience in fintech, payments, SaaS or another complex technology environment.

- A strong hunter mindset with a proven track record of growing revenue through proactive outreach, opportunity creation and closing within an existing customer base.

- Experience selling to SME and/or mid-market businesses and confidence engaging founders, owners, finance leaders and C-level stakeholders.

- Strong commercial judgment and the ability to run structured discovery, solution selling and negotiations across complex or multi-product sales cycles.

- Payments experience is…