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 250,000 businesses worldwide – including Brex, 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 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. About the team The Enterprise Business team at Airwallex helps ambitious businesses operate globally by providing the financial infrastructure they need to manage payments, money movement and related financial operations. The Account Management team works strategically to maximise the enterprise customer-Airwallex partnership by building trust, identifying and driving new revenue streams and ensuring operational success. You will work alongside Leadership, Solutions Engineering, Product, Operations, Legal, GTM Partnerships, Customer Success, Finance and Revenue Strategy & Operations. This is a unique opportunity to join a small, high-impact Airwallex team based in our Tel Aviv office, working onsite four-five days a week. What you'll do As an Account Manager on the Enterprise team, you will manage a portfolio of strategic enterprise customers and help them maximise the value they get from Airwallex. You'll take a consultative approach, building trusted relationships across commercial, finance, operations, product and technology stakeholders, while identifying opportunities to increase adoption, retain customers and expand their use of Airwallex's products and markets. You will combine strategic account planning with hands-on ownership of upsells, escalations, onboarding and complex customer initiatives across the implementation, API activation and growth phases. This is a quota-carrying commercial role based in Tel Aviv. Responsibilities Grow gross profit from existing customer accounts, manage operational success and pursue upsell and cross-sell opportunities across Airwallex's 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 and expansion 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 Project manage complex customer initiatives across several technical and non-technical domains, coordinating Sales, Product, Solutions Engineering, Operations, KYC and Onboarding, Legal and Customer Success Be proactive in identifying and solving client challenges before they become risks Maintain accurate CRM records, opportunity tracking and forecasts, and report weekly and monthly performance against KPIs, metrics and targets Ensure the best possible customer experience throughout onboarding and beyond Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but they're not mandatory. Minimum qualifications: Fluent written and spoken English and Hebrew 5 to 6 years of experience managing complex technology sales or account management, from small to enterprise accounts 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 for others 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 Technically minded, with prior experience in API sales or account management for a similar organisation Strong data analysis skills, with the ability to draw insight from account and performance data to inform decisions Preferred qualifications: Experience in fintech, payments, financial services, B2B SaaS or another technology environment with complex 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 adapt to evolving priorities and proactively solve complex customer problems. Applicant Safety Policy: Fraud and Third-Party Recruiters 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 @ 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 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.