Director, Account Management, SME & Growth, ANZ

As the Director, Account Management, SME & Growth, ANZ you will be the strategic architect of our post-sale growth engine. Leading a department of 25+ professionals through a layer of four direct managers, you will define the GTM strategy for product adoption across our existing customer base. You aren't just managing accounts; you are building the systems, culture, and leadership bench that will deliver exceptional commercial outcomes and scale our SME & Growth segment. This role is based in Sydney or Melbourne. This is a full time, permanent role.

Responsibilities

Leadership of Leaders: Lead, coach, and scale a high-performing organisation of 25+ Account Managers and CSMs by directly managing and developing four Team Leads/Managers; Develop and execute the GTM strategy to drive product adoption, revenue growth, and customer retention within the SME & Growth segment; Build and maintain strong relationships with key clients, serving as a trusted advisor and ensuring Airwallex solutions deliver transformational value; Collaborate cross-functionally with Product, Engineering, Marketing, and Revenue Operations to translate customer needs into product improvements and GTM initiatives; Set and report on team goals focused on revenue, product penetration, and customer satisfaction; track KPIs and implement training programs to enhance performance; Anticipate and resolve client issues, mitigate risks to satisfaction and retention, and act as the escalation point for complex challenges; Champion Airwallex’s operating principles and values, acting as a role model and culture carrier across the business

Requirements

12+ years of sales or account management experience, with at least 8 years in leadership roles, ideally in fintech, payments, consulting, or investment banking; Proven track record of building and leading high-performing teams to achieve ambitious commercial targets in a high-growth environment; Highly analytical, with the ability to drive strategic planning, evaluate data, and make informed decisions; Deep understanding of the fintech and payments ecosystem, including relevant regulations and digital transformation trends; Exceptional communication, negotiation, and stakeholder management skills, with experience engaging C-level executives; Experience developing and executing GTM strategies, driving product adoption, and managing complex client portfolios; Bachelor’s degree required

Nice to have

Experience in consulting, investment banking, or high-growth technology environments; Technical proficiency with CRM and analytics tools (e.g., Salesforce, LookerI, SQL); Experience with API-based or SaaS product sales; Advanced degree in business, finance, or a related field