Strategic Account Manager, SME - France

ABOUT AIRWALLEX

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.

About the role

We are seeking a high-energy, results-driven Strategic Account Manager (SME) to join our team. This is a unique opportunity to become a founding member of our growing Airwallex team in France, specifically focused on scaling our high-growth SME accounts. You will be instrumental in driving expansion, maximising Net Revenue Retention (NRR), and ensuring deep product adoption across a strategic portfolio of 50+ SME accounts. If you are passionate about product, revenue, and impact—and enjoy solving real-world business challenges using technical solutions—this role offers you the chance to make a tangible impact and grow with one of the world’s fastest-growing fintech companies.

What you’ll do

As a Strategic Account Manager, you will own and develop a portfolio of SME accounts recently signed by our Sales team. Your mission will be to drive expansion through upsell and cross-sell strategies, maximise NRR, and ensure adoption of Airwallex’s product suite. You will work as a critical bridge between customers and our product teams, translating client needs into innovative product solutions and helping to shape our go-to-market approach in France.

Responsibilities:

- Drive upsell and cross-sell strategy for your portfolio to exceed quarterly expansion targets and revenue KPIs.

- Become a power-user of the Airwallex platform and act as a product advisor, recommending optimal API configurations or feature sets based on clients' technical setups.

- Manage a high-volume portfolio of 50+ accounts, implementing a structured framework to identify and capitalize on high-impact growth opportunities.

- Partner with Product and Engineering to translate customer requirements into actionable product roadmaps, advocating for client needs in the French market.

- Help build and refine the Account Management "playbook" for France, ensuring scalable onboarding and activation processes.

- Proactively monitor account health and product usage metrics to mitigate churn and ensure long-term platform loyalty.

Who you are

We’re looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

- Native or bilingual fluency in French and professional proficiency in English.

- At least 5 years of Account Management or Sales experience managing SME or Mid-Market portfolios.

- Deep understanding of Fintech or Payments (card issuing, acquiring, FX, or global payment rails is a significant plus).

- Proven track record of meeting and exceeding sales or upsell targets, with a revenue-driven mindset.

- Strong operational rigor with the ability to multi-task and prioritise across 50+ accounts.

- Product-first mindset and comfortable discussing API documentation, payment flows, and technical integrations with both CFOs and technical stakeholders.

Preferred qualifications:

- Self-starter with a problem-solving mindset and a passion for building new markets from the ground up.

- Experience advocating for customer needs to influence product development.

- Prior experience in a fast-growing or startup fintech environment.

- Demonstrated ability to navigate complex customer portfolios and prioritize for greatest impact.

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.