Associate Growth Account Manager, ANZ

Overview

Own the commercial relationship for a portfolio of ambitious ANZ businesses, growing product adoption, strengthening relationships and identifying sustainable expansion opportunities across Airwallex's product suite within the SME & Growth team.

What you'll do

• Own the commercial relationship for a portfolio of ANZ businesses, increasing product adoption and identifying sustainable growth opportunities.
• Combine account planning, customer engagement and end-to-end commercial ownership across business accounts, payments, spend management, treasury and API-enabled solutions.
• Build trusted relationships with founders, finance leaders, operators and other senior decision-makers.
• Partner with Sales, Customer Success, Product, Solutions, Operations, Risk and Compliance to deliver strong customer outcomes.
• Identify, develop and close upsell, cross-sell and expansion opportunities.
• Manage complex commercial negotiations.
• Use customer, product and commercial data to prioritise your portfolio.
• Maintain disciplined pipeline management and accurate forecasting in Salesforce.
• Manage a large book of business and create focused, repeatable ways to drive customer value and growth.

What you'll need

• 2+ years of experience in account management, relationship management or sales, ideally selling a technical product, SaaS platform, payments solution or other financial technology; candidates with 5+ years of relevant experience are also encouraged to apply.
• Experience managing a large book of business and driving growth across a high-volume portfolio (for example, 500–1,000+ accounts).
• A proven track record of meeting or exceeding commercial targets and delivering against revenue, gross profit or other relevant KPIs.
• Strong consultative selling skills, with the ability to understand customer strategies and pain points, uncover opportunities and articulate compelling value propositions.
• Demonstrated experience managing sales cycles, including upsell, cross-sell, renewal or expansion opportunities from identification through close.
• Experience managing multi-product accounts and developing account strategies that drive retention, adoption and expansion.
• Strong analytical and commercial judgement, with the ability to use data to prioritise accounts, identify opportunities and plan effective customer engagement.
• Exceptional verbal and written English, with the ability to communicate confidently with technical, commercial and executive stakeholders.
• Strong negotiation, problem-solving, networking, relationship-building and stakeholder management skills.
• Curiosity about customers and their businesses, with the ability to ask thoughtful questions, understand underlying needs and connect those needs to practical solutions.
• A resourceful, efficient approach to problem-solving, with resilience, a positive attitude and a strong bias towards action when navigating customer or internal blockers.
• Bachelor's degree or equivalent professional experience.

Nice to have

• Experience working with customers in professional services, consulting, accounting, marketing, education, travel or healthcare.
• Experience in fintech, payments, SaaS or another fast-growing technology business.
• Familiarity with APIs, integrations or technical solution selling, and the aptitude to learn complex products and customer requirements.
• Experience managing or selling products such as payments, foreign exchange, business accounts, cards, expense management, bill pay or treasury.
• Experience with Salesforce or a comparable CRM.
• Experience leading commercial negotiations involving multiple products, senior stakeholders, procurement, legal or other review processes.
• Experience using customer or transactional data to diagnose opportunities and improve account performance.
• Comfort operating in a high-growth environment with evolving priorities, high standards and meaningful ownership.
• A curious, commercially minded approach and a willingness to continuously deepen your product and industry knowledge.

Details

• Based in the Bangalore, India office, working five days a week in the office.
• Collaborate with people across multiple countries and time zones, including flexing hours occasionally.