Airwallex - Team Lead, Account Management, SME & Growth, CN
Requirements
• We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory. • 6+ years of experience in Account Management, Customer Success, or Sales, with at least 3 years in team management or direct line leadership, ideally in Fintech, SaaS, Payments, or Tech platforms. • Proven track record of leading front-line commercial/AM teams to achieve revenue and retention targets in a fast-paced environment. • Strong analytical and problem-solving skills, with experience using data to guide team priorities, pipeline decisions, and performance coaching. • Solid understanding of the fintech, cross-border payments, or digital commerce ecosystem. • Excellent communication, negotiation, and stakeholder management skills, with the ability to engage mid-to-senior level decision-makers. • Hands-on experience in account planning, portfolio management, and executing adoption playbooks. • Bachelor’s degree or equivalent practical experience. • Experience scaling teams in high-growth technology environments or cross-border trade/Fintech platforms. • Proficiency with CRM and reporting tools (e.g., Salesforce, Looker, SQL). • Familiarity with API-based payment products or complex SaaS solutions. • 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 • Equal opportunity
Responsibilities
• As the Manager, Account Management, SME & Growth, CN, you will be the front-line execution leader of our post-sale growth engine. Leading a high-performing team of Individual Contributors (Account Managers or Customer Success Managers), you will execute the GTM strategy to drive product adoption, upsell/cross-sell, and long-term customer retention across our SME & Growth segment. You aren't just managing day-to-day account operations; you are coaching talent, optimizing account management playbooks, and driving revenue performance to scale our business in China. • This role is based in Shenzhen or Shanghai. • People Leadership & Coaching: Directly lead, mentor, and scale a team of Account Managers or CSMs; foster a culture of high performance, continuous learning, and accountability. • People Leadership & Coaching: • Strategy Execution & Revenue Growth: Operationalize the GTM strategy to maximize product adoption, expansion revenue (upsell/cross-sell), and customer retention within the SME & Growth customer portfolio. • Strategy Execution & Revenue Growth: • Client Engagement & Relationship Management: Act as an executive escalation point for key customer accounts, building trust with key client stakeholders to ensure Airwallex solutions deliver continuous value. • Client Engagement & Relationship Management: • Cross-Functional Collaboration: Partner closely with Product, Engineering, Marketing, and Revenue Operations to channel customer feedback into product enhancements and streamline customer-facing processes. • Cross-Functional Collaboration: • Performance & KPI Management: Set team and individual targets around revenue, product penetration, and customer satisfaction; track KPIs, conduct pipeline reviews, and implement tactical coaching to elevate team performance. • Performance & KPI Management: • Risk Mitigation & Issue Resolution: Proactively identify churn risks, handle complex customer escalations, and develop effective mitigation strategies. • Risk Mitigation & Issue Resolution: • Culture & Values: Champion Airwallex’s operating principles and values, acting as a cultural advocate and role model for the team. • Culture & Values:
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