Account Manager, SME & Growth, HK (Team Expansion)

优缺点分析

角色解读

• Advance to Senior Account Manager or Key Account Manager, handling larger enterprise clients or strategic partnerships.
• Move into team leadership as a Sales Manager or Head of Account Management, managing a team of account managers.
• Transition into product or strategy roles within the company, leveraging deep customer insights and market knowledge.
• Manage a portfolio of existing SME & Growth customers to drive revenue through upsell, cross-sell, and expansion. Identify opportunities using customer data and transaction signals.
• Build relationships with C-level and senior stakeholders at customer companies, understanding their business priorities and growth plans to position Airwallex solutions.
• Lead end-to-end sales cycles: from outreach and discovery to solutioning, negotiation, and closing, while maintaining a disciplined pipeline in Salesforce.
• Collaborate with cross-functional teams (product, engineering, operations, risk, marketing) to address customer needs and remove blockers.
• + years of quota-carrying B2B sales or account management in fintech/payments/SaaS. Strong hunter mindset with a track record of closing expansion revenue.
• Ability to engage founders, finance leaders, and C-level executives. Excellent verbal and written communication in Cantonese and English.
• Data-driven pipeline management using Salesforce or similar CRM. Strong commercial judgment and negotiation skills.
• Experience selling complex technology products, preferably payments. Cross-functional collaboration and stakeholder management.

申请策略

• Tailor your cover letter to demonstrate your understanding of Airwallex's product suite and competitive landscape in Hong Kong.
• Prepare a specific example of how you turned a customer signal into a closed expansion deal.
• Quantify your revenue achievements: include dollar amounts, quota attainment percentages, and expansion revenue generated from existing accounts.
• Emphasize your hunter experience: specific examples of proactive outreach, opportunity creation, and closing deals in complex sales cycles.
• Showcase your CRM proficiency: mention Salesforce and how you use data to manage pipeline and forecast.
• Highlight language skills: explicitly list Cantonese and English proficiency, and any experience with Chinese market stakeholders.
• Deepen knowledge of cross-border payments, FX, and treasury products to better address customer needs.
• Practice solution selling frameworks (e.g., MEDDIC, Challenger Sale) to handle multi-product negotiations.

面试指南

• Use the STAR method (Situation, Task, Action, Result) to structure your examples, focusing on your proactive actions and quantifiable outcomes.
• Demonstrate a consultative approach: show how you diagnose customer needs, map them to product capabilities, and build a business case.
• Highlight your cross-functional collaboration: describe how you engaged internal teams to solve customer problems or remove obstacles.
• Tell us about a time you uncovered an expansion opportunity in an existing account and closed it. What was your approach?
• How do you prioritize accounts and opportunities in your portfolio? Give an example of how you used data to make a decision.
• Describe a complex multi-stakeholder sales cycle you managed. How did you align different decision-makers?
• How do you stay current with fintech/payments trends and use that knowledge in client conversations?
• Walk us through how you would approach a customer who is only using one Airwallex product to expand their adoption.