Account Manager (Wholesale & Trading), SME & Growth

Job description

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 https://www.airwallex.com/us/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 ROLE You will own a book of Singapore-based wholesale, trading and manufacturing clients — importers, exporters, distributors and B2B manufacturers who move goods and money across borders every week. Founder-led and finance-led businesses with real operational complexity: high-frequency supplier payments across multiple currencies, tight cashflow timelines, and periodic compliance reviews. Your job is to grow gross profit on that book — defending and expanding FX and Global Accounts volume, finding cross-sell beyond the core money-movement products, and being the person the client calls when something is stuck. You will negotiate pricing directly with owners who bargain hard, and manage the operational friction that comes with this segment without letting it damage the relationship. Our clients choose us for rate, speed and the account manager — in that order, and the third is what makes the first two stick. KEY RESPONSIBILITIES - Own revenue and gross profit for your book, primarily Global Treasury (FX conversions, Global Accounts fees) and local payout volume. - Run pricing end to end — build the case for a rate, defend margin under bargaining, and trade concessions for volume, term, corridors or an additional product rather than giving them away. - Map each client's trade flow: where they buy and sell, who they pay, in which currencies, on what terms, and where cash is trapped. Use that map to find the next product. - Hold your own in a competitive account. Understand how letters of credit, FX forwards and trade financing work, where a bank genuinely wins, and where a bank product is habit rather than necessity — and defend the FX relationship against other providers where price is the only variable. - Cross-sell beyond FX — online payment collections, cards and expense management for procurement and logistics spend, batch payouts, scheduled conversions. - Own the client through operational and compliance events. When a TM RFI, KYC refresh or payment investigation hits, you gather facts, set expectations, drive internal teams to resolution, and keep the relationship intact. - Build real relationships with founders, MDs and finance heads — many of whom prefer to do business in Mandarin, in person, over a long horizon. - Partner with Compliance, Financial Operations, Product and Support, and feed vertical needs back into the roadmap. - Maintain accurate pipeline, account plans and forecasts in Salesforce. WHAT YOU'LL BRING - At least 5 years in account management, relationship management, commercial banking or B2B sales, carrying and hitting a revenue or GP number on an existing book. - Ability to run commercial negotiations independently — holding price under pressure and structuring trade-offs without escalating every request. - Working knowledge of letters of credit, FX forwards and hedging, and trade or invoice financing. You will not be selling these; Airwallex does not offer them. You need to understand them well enough to see which parts of a client's flow are genuinely tied to their bank and which are only there by habit — and move the second group onto us. - Comfort with operationally heavy clients. Things go wrong, customers get upset, and you are the one who absorbs it, investigates, and comes back with a clear answer. - Commercial curiosity about how businesses actually work — supply chains, payment terms, margins, working capital. - Strong numeracy. You can read transaction and margin data and form a view on where the money is. - Business-level fluency in English and Mandarin. A large share of this book is Chinese-speaking, founder-led SMEs dealing with China-based counterparties. - Resilient, optimistic and self-directed. NICE TO HAVE - Direct exposure to FX pricing or treasury products — a bank FX desk, a cross-border payments provider, or a treasury function. - Trade documentation and mechanics — incoterms, LCs, telegraphic transfers, supplier deposits and balance payments, freight and duty flows. - Network in the Singapore trading, wholesale or manufacturing community (SMF, SCCCI, SBF). - Fintech or high-growth experience; comfortable with Salesforce and data tooling. 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.