Strategic Account Manager (SME) - France

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 200,000 businesses worldwide - including Brex, Rippling, 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 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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. 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.
We are seeking a high-energy, results-driven Strategic Account Manager (SME) to join our team. This role offers a unique opportunity to become a founding member of our growing Airwallex team in France, specifically focused on scaling our high-growth SME accounts.
In this role, you will be responsible for a strategic portfolio of 50+ SME accounts recently signed by our Sales team. Your mission is to drive expansion, maximize Net Revenue Retention (NRR), and ensure deep product adoption. This role requires extreme efficiency and a sharp eye for upsell opportunities. You will act as a bridge between your customers and our product, ensuring that our technical solutions solve real-world business challenges.
Furthermore, you are a product-obsessed and revenue-minded Fintech enthusiast. You are driven by impact and KPIs, but you also love getting into the weeds of how a product works. You possess the ability to navigate a dense portfolio by identifying which accounts hold the highest growth potential through deeper product integration.
Responsibilities

• Drive Revenue Growth: Own the upsell and cross-sell strategy for your portfolio to exceed quarterly expansion targets and revenue KPIs.
• Product Mastery & Advisory: Become a power-user of the Airwallex platform. You will act as a product advisor, deeply understanding your clients' technical setups to recommend the right API configurations or feature sets.
• Strategic Prioritization: Manage a high-volume portfolio (50+ accounts) by implementing a rigorous framework to identify and focus on high-impact growth opportunities.
• Voice of the Customer (Product Advocacy): Partner closely with Product and Engineering teams. You won't just report bugs; you will translate client needs into product requirements to help shape the Airwallex roadmap for the French market.
• Founding Contribution: Help build and refine the AM "playbook" for France, ensuring our onboarding and activation processes are seamless and scalable.
• Retention & Health: Monitor account health and product usage metrics proactively to mitigate churn and ensure long-term platform loyalty.

Requirements

• Language: Native or bilingual fluency in French and professional proficiency in English.
• Experience: At least 5 years of experience in Account Management or Sales, specifically managing SME or Mid-Market portfolios.
• Fintech & Payments Expertise: Prior experience within the Fintech or Payments industry is a significant plus. Deep knowledge of card issuing, acquiring, FX, or global payment rails will be key to your success.
• Product Fluency: You have a "product-first" mindset. You are comfortable discussing API documentation, payment flows, and technical integrations with both CFOs and technical stakeholders.
• Revenue Driven: A proven track record of hitting and exceeding sales/upsell targets. You are motivated by impact and "closing the gap."
• Operational Rigour: Strong ability to multi-task and prioritise. You are comfortable managing 50+ accounts without letting opportunities slip through the cracks.
• Problem Solver: You are a self-starter who looks for creative solutions and isn't afraid to "roll up your sleeves" to build a new market from the ground up.

At Airwallex, you'll have the ability to make a massive impact in a rapidly growing, global fintech. We want you to share in our success, which is why you'll be offered a competitive salary plus valuable equity within Airwallex. We also provide a collaborative environment that encourages creativity, ownership, and professional growth.
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
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.
#BI-Hybrid