Senior Account Manager, Enterprise

Airwallex is the AI-native financial operating system for a real-time intelligent economy. More than 676000 businesses including McLaren Racing Qantas SHEIN and TikTok use us directly or through our platform partners to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. Were the regulated backbone behind global payments: not by accident but by design. A decade plus 85 licenses and a financial infrastructure spanning North America Europe the Middle East and Asia-Pacific.

Were co-headquartered in San Francisco and Singapore with more than 2300 people across 27 offices. We hire builders with founder-level energy people who move fast with good judgment dig in with real curiosity and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

About the team

Were building Airwallexs DACH Enterprise team from the ground up - and we need a founding member to set the pace.

This is a rare high-impact opportunity to help lay the foundation for our next era of growth. You wont just follow a playbook; youll write it. As one of our first Enterprise hires in the region youll directly shape our DACH go-to-market strategy own high-stakes territory and secure the flagship enterprise deals that put Airwallex at the very top of the market.

If you thrive in greenfield environments and want your footprint on a market-defining motion this is your launchpad.

What youll do

As an Account Manager on the Enterprise team you will manage a portfolio of strategic enterprise customers and help them maximise Airwallex value. You will build trusted relationships across commercial finance operations product and technology stakeholders while identifying opportunities to increase adoption retain customers and expand their use of Airwallexs products and markets. You will combine strategic account planning with hands-on ownership of upsells escalations onboarding and complex customer initiatives. Working cross-functionally you will turn customer insights into action and contribute to the growth of Airwallexs Enterprise Business. This role is a quota-carrying commercial role and is based in Munich Germany.

Responsibilities:

• Grow gross profit from existing customer accounts manage customer operational success and pursue upsell and expansion opportunities across Airwallexs product suite.

• Build and execute strategic account plans including customer objectives stakeholder maps risks renewal plans and 12 to 18-month growth opportunities.

• Lead renewals commercial negotiations upsell and cross-sell opportunities using data and customer insight to improve retention and drive Net Revenue Retention.

• Build trusted relationships with senior customer stakeholders and run effective business reviews that demonstrate value address risks and align on future priorities.

• Coordinate complex customer initiatives across Sales Product Sales Solutions Engineering Product Operations KYC and Onboarding Legal Customer Success and other internal teams.

• Maintain accurate CRM records opportunity tracking and forecasts while sharing customer feedback that can inform product operational and go-to-market improvements.

Who you are

Minimum qualifications:

• 8 years of sales or account management experience including experience managing complex enterprise or strategic customer relationships.

• A proven track record of retaining and growing existing accounts through renewals upsell cross-sell or other expansion motions.

• Experience managing multi-stakeholder customer relationships including engagement with senior commercial finance operations product or technology leaders.

• Strong commercial communication and negotiation skills with the ability to simplify complex topics and build trusted relationships internally and externally.

• Experience working cross-functionally to resolve customer issues manage escalations and deliver complex onboarding implementation or post-go-live initiatives.

• Experience in fintech payments financial services B2B SaaS or another technology environment with complex products. Experience with API-enabled products is an advantage.

• Native German and English fluency required

• Hybrid work model: 3 days per week in-office

Preferred qualifications:

• Experience managing enterprise accounts in payments FX cross-border payments treasury cards embedded finance or other financial infrastructure products.

• Experience developing strategic account plans leading QBRs or executive business reviews and building relationships with C-level stakeholders.

• A data-driven approach to account health forecasting renewal planning and commercial prioritisation with strong CRM discipline.

• Curiosity resilience and an entrepreneurial mindset with the ability to operate effectively in a fast-growing environment adapt to evolving priorities and proactively solve complex customer problems.

Why Join Us

• Build the future of global finance with one of the worlds fastest-growing most innovative fintechs

• Work alongside exceptional ambitious teammates on a truly global platform

• Accelerate your career: as an early enterprise hire youll have significant scope to move into team leadership as the motion scales

• Earn a competitive base salary commission and valuable equity in an $11B company on a clear path to IPO

To 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 @ email address. Please apply only through 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.

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 dont 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.

Required Experience:

Senior IC