Account Manager, SME & Growth

As an Account Manager, SME & Growth, DACH, you will own a portfolio of the region's most valuable customers right in the sweet spot of the customer base, between Self-Service and Enterprise. Your focus will be on protecting and growing gross profit, strengthening executive relationships, and helping customers expand their use of Airwallex across products and markets.

What you'll do

• Own a portfolio of strategic DACH accounts, with accountability for gross profit, retention, and expansion.
• Build strategic account plans and lead executive-level Quarterly Business Reviews at least once per quarter.
• Lead complex, consultative commercial negotiations and multi-product opportunities across FX, Global Accounts, Cards and Issuing, Spend, and Payouts.
• Manage multi-entity and multi-country customers with multiple stakeholders, translating technical requirements into clear customer solutions.
• Identify expansion signals, convert them into well-documented Salesforce opportunities, and contribute to an accurate, stage-weighted forecast.
• Own the client through operational and compliance events, gathering facts, setting expectations, driving internal teams to resolution, and keeping the relationship intact.
• Represent the customer internally across Product, Risk, FinOps, and Support, translating customer feedback and recurring themes into actionable insights for the wider business.

What you'll need

• 3+ years of successful experience in Account Management, Customer Success or Sales, ideally working with a technical product and a consistent track record of strong performance.
• Experience managing complex, consultative sales cycles and multi-product accounts, including the development and execution of strategic account plans.
• Strong analytical skills, with the ability to use data to shape account strategy, prepare QBRs, and identify commercial opportunities.
• Experience working with CRM systems and a strong commitment to accurate, consistent Salesforce hygiene.
• The ability to understand complex technical concepts and a solid foundational understanding of APIs.
• Excellent written and verbal communication skills in both German and English.

Nice to have

• Experience working with fintech, payments, SaaS, or another technical product.
• Experience managing multi-entity or multi-country customers and engaging stakeholders at executive level.
• A track record of leading bespoke commercial negotiations and driving retention or expansion across existing accounts.