Account Manager (Portfolio Expansion -Upsell)

Airwallex (UK) Limited

Job Overview

Location

HK - Hong Kong SAR

Job Type

Full-time

Full Job Description

📋 Description

• As an Account Manager focused on Portfolio Expansion and Upsell within Airwallex's dynamic Hong Kong SME & Growth team, you will be at the forefront of unlocking significant revenue opportunities within our existing customer base. This is a critical role designed for a proactive and commercially astute individual who thrives on deepening client relationships and maximizing customer lifetime value.
• Your primary mission will be to identify and execute strategic upsell and cross-sell initiatives across Airwallex’s comprehensive suite of financial and payment solutions. You will leverage real-time usage data, market insights, and a deep understanding of client needs to drive product adoption and revenue growth.
• You will be instrumental in building and nurturing robust, multi-stakeholder relationships within client organizations, extending to C-level executives where appropriate. This involves a consultative approach, where you will meticulously understand each customer’s unique business model, identify their most pressing pain points, and align these with their future growth aspirations.
• By translating these insights into tailored, value-based solutions, you will demonstrate how Airwallex’s products and services can directly contribute to their success, fostering a strong partnership and driving mutual growth.
• A key aspect of your role will be the proactive monitoring of client and transaction data. You will develop a keen eye for identifying usage patterns, potential risk signals, and accounts with high revenue potential. The ability to swiftly convert these data-driven observations into qualified opportunities and ultimately, closed revenue, will be paramount.
• Speed and agility are essential. You will be expected to execute rapid, high-intent outreach to key decision-makers via multiple channels, including phone, WhatsApp, and email, ensuring you engage clients precisely when their interest and need are at their peak.
• You will maintain and own a meticulously organized, data-driven pipeline within Salesforce (or a similar CRM system). This includes accurate forecasting, diligent activity tracking, and clear reporting on conversion metrics, providing the business with complete visibility into your performance and the growth potential of your portfolio.
• Collaboration is at the heart of this role. You will work hand-in-hand with a diverse range of internal stakeholders, including Product, Engineering, Marketing, Finance, and Operations teams. Your role will involve solving complex client challenges, acting as a crucial conduit for customer feedback, and influencing the future direction of the Airwallex product roadmap based on real-world client needs and market demands.
• As a trusted advisor and advocate for Airwallex, you will play a vital role in educating customers on how to maximize their utilization of the Business Account and the broader Airwallex product stack. Your guidance will ensure clients are leveraging our services to their fullest potential, thereby enhancing their operational efficiency and financial management.
• This position offers a unique opportunity to operate within a fast-paced, high-growth environment, contributing directly to Airwallex’s mission of building the future of global payments and financial services. You will be empowered to make decisions, drive initiatives, and see the tangible impact of your work on both client success and company growth.
• You will be expected to continuously develop your understanding of the fintech landscape, Airwallex’s evolving product offerings, and the specific challenges and opportunities faced by SMEs in the Hong Kong market.
• Success in this role requires a blend of commercial acumen, relationship-building skills, analytical thinking, and a proactive, results-oriented mindset. You will be empowered to take ownership and drive significant expansion within your assigned customer portfolio, contributing to Airwallex's continued global success.

🎯 Requirements

• Minimum of 3 years of B2B experience, specifically in managing and growing technology or fintech relationships with SME accounts, with a demonstrable focus on revenue expansion and product adoption.
• Exceptional verbal and written communication skills in both Cantonese and English, enabling confident and effective commercial conversations and negotiations with a diverse range of stakeholders.
• Proven experience navigating complex sales cycles and engaging effectively with senior stakeholders, including C-level executives, ideally within a multi-product financial services or technology environment.
• A strong track record of achieving success and being accountable for delivering against Key Performance Indicators (KPIs) and revenue targets, particularly within an existing customer base.
• Demonstrated ability to build strong, trust-based relationships and collaborate effectively with both clients and internal teams across various functions and hierarchical levels.
• Possess a problem-solving aptitude coupled with an analytical mindset; you should be comfortable interpreting data, usage trends, and client information to derive actionable insights and effectively communicate complex information in a simplified manner.

🏖️ Benefits

• Opportunity to work with a leading global fintech company at the forefront of innovation in payments and financial services.
• Competitive salary and performance-based bonus structure.
• Comprehensive health insurance and wellness programs.
• Generous annual leave and public holiday allowance.
• Professional development opportunities, including training and conference attendance, to foster career growth.

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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