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Account Manager, Japan

Airwallex (UK) Limited

Job Overview

Location

JP - Tokyo

Job Type

Full-time

Full Job Description

📋 Description

• Manage and cultivate long-term relationships with SME customers and strategic partners across e-commerce, accounting, and startup sectors in Japan.
• Drive revenue growth through upselling and cross-selling Airwallex’s financial platform services, including global payments, corporate cards, spend management, and treasury solutions.
• Lead end-to-end partnership lifecycle: prospecting, initial meetings, contract negotiation, integration support, onboarding, and ongoing activation and engagement.
• Collaborate cross-functionally with sales, product, engineering, marketing, finance, legal, and strategy teams to ensure seamless delivery of solutions to partners and clients.
• Utilize analytical skills to assess partner needs, identify expansion opportunities, and align Airwallex’s offerings with customer business goals.
• Maintain accurate records of partner interactions and deal progress using internal CRM and operational tools.
• Act as the primary point of contact for partners, providing expert guidance on Airwallex’s platform capabilities and resolving complex financial technology issues.
• Leverage existing networks in accounting, technology, and e-commerce to generate high-quality referrals and expand Airwallex’s partner ecosystem in Japan.
• Contribute strategic insights to senior stakeholders on how to strengthen and scale Airwallex’s partner network based on market feedback and customer behavior.
• Ensure all partner activities comply with regional regulations and Airwallex’s operational standards.
• Stay up to date with fintech trends, competitor offerings, and regulatory changes affecting SMEs in Japan and the broader APAC region.
• Work with internal teams to co-develop targeted campaigns and materials that enhance partner adoption and retention.
• Deliver consistently against quarterly and annual revenue targets, with performance measured primarily through partnership-driven sales and referral growth.
• Proactively identify and recommend product improvements or feature enhancements based on direct customer feedback.
• Represent Airwallex professionally at industry events, partner meetings, and client engagements in Tokyo and across Japan.
• Use AI-powered tools and data insights to optimize outreach strategies, prioritize high-value accounts, and accelerate decision-making.
• Maintain high standards of communication in both Japanese and English, adapting tone and content to suit technical and non-technical stakeholders.
• Foster a collaborative, founder-like mindset by taking ownership of outcomes, moving swiftly with sound judgment, and driving initiatives from concept to completion.
• Embody Airwallex’s operating principles: curiosity, humility, first-principles thinking, and execution excellence.

🎯 Requirements

• 3+ years’ experience in partnership, sales, marketing, or business development
• Experience in negotiation and partnership proposal development
• Existing relationships or strong network with referral partners in accounting, technology, e-commerce, or start-ups
• Excellent written and verbal communication skills in both Japanese and English
• Strong analytical skills with proficiency in Excel, PowerPoint, and similar tools
• Bachelor’s degree or equivalent

🏖️ Benefits

• Opportunity to work at a US$8 billion fintech leader with global reach and rapid growth
• Access to cutting-edge financial technology platforms used by top global companies like SHEIN, Qantas, and Brex
• Collaborative culture with founder-like autonomy and accelerated career growth
• Exposure to cross-functional teams across product, engineering, and strategy in a fast-paced environment

Skills & Technologies

Onsite

Degree Required

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Airwallex (UK) Limited

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About Airwallex (UK) Limited

Airwallex is a global financial technology company providing cross-border payment and banking infrastructure for businesses. It offers multi-currency accounts, foreign exchange, card issuing, expense management, and embedded finance APIs. Founded in Melbourne in 2015, the company serves enterprises and SMEs across Asia-Pacific, Europe, and the Americas, operating under licenses in multiple jurisdictions and processing billions in annualized transaction volume.

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