Senior Account Manager, Enterprise

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 Airwallex's 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 Airwallex's Enterprise Business. This role is a quota-carrying commercial role and is based in Munich, Germany.

• Grow gross profit from existing customer accounts, manage customer operational success, and pursue upsell and expansion 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, 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.

• 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
• 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.

• Build the future of global finance with one of the world's fastest-growing, most innovative fintechs
• Work alongside exceptional, ambitious teammates on a truly global platform
• Accelerate your career: as an early enterprise hire, you'll 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