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. As an Account Manager at Airwallex, you will work cross functionally, engaging with many teams across Airwallex including sales, product, engineering, marketing, finance and strategy. This role will predominantly focus on upselling, cross-selling & building multi-stakeholder relationships with your portfolio of SME customers.We are looking for a technology-minded, Fintech enthusiast who is driven by learning the ins and outs of our platform so that you are equipped with the knowledge to solve complex problems. This will allow you to work with customers to understand their needs and how Airwallex can further add value to their business. What you will do: - Build deep relationships with your portfolio to best understand their needs & provide value based solutions utilising our range of products and services - Be an advocate for Airwallex and ensure our Business Account (SME) customers are using our services to their full potential - Achieve revenue targets by focusing on input metrics to deliver the relevant outputs - Forecast & build out a pipeline within Salesforce to accurately track numbers for the business to understand how/when/what success you're driving - Build relationships with internal stakeholders to share insights from customers & help build out the roadmap of products from this What you will bring: - You have experience - at least 3+ years of B2B experience managing and growing technology/Fintech relationships with SME accounts - You have worked previously with complex sales, feeling comfortable selling to C-level executives - You are a relationship builder - you build meaningful, collaborative relationships with all people that you work with, both internally and externally - You can speak to anyone - you should have exceptional communication skills and be comfortable conversing with people of all backgrounds and domains - You are a problem solver - you look for creative solutions and understand new products and ask the right questions before figuring out a solution. You can easily simplify complexity for others - You are success-oriented and hold yourself accountable for delivering key outcomes, including KPIs and revenue targets - You are technically minded and have prior experience working in API B2B sales or account management for a similar organisation 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.

• Recruit and onboard new MSP partners into the Sophos MSP program • Activate dormant or low-performing partners into revenue-generating MSPs • Drive partner progression through MSP tiers (e.g., Flex to advanced programs) • Help partners build profitable managed security practices aligned to recurring revenue models • Own monthly recurring revenue (MRR) growth across assigned MSP partners • Drive cross-sell and attach of key solutions (Endpoint, MDR, Email, Firewall) • Increase consumption within the MSP Flex billing model (usage-based growth) • Execute territory plan with clear targets across: - New partner activation - Revenue growth - Product attach rates • Deliver structured onboarding for new MSP partners (tools, billing, positioning) • Conduct regular business reviews with top partners • Promote certifications and training to ensure partner readiness • Educate partners on MSP business models, Sophos differentiation and value proposition, sales plays and GTM campaigns • Manage a high volume of partners and opportunities with strong prioritization • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce • Drive deal velocity through distributor alignment, presales collaboration, and fast turnaround on quoting and deal registration

• Execute sales strategy by identifying customer needs and selling the appropriate hardware and company services. • Develop business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors or manufacturers. • Maintain a targeted understanding of customers’ business, showing the ability to establish customer needs, buying cycles, and create strong relationships to effectively drive sales and repeat business. • Meet or exceed annual sales top line revenue and margin goals as defined by management. • Work with inside sales team to ensure that quotes are provided, and order requests are processed accurately and with engineering team to accurately scope projects. • Manage individual sales objectives to include sales orders and billing activities to support quarterly goals.

• Own and deliver against annual revenue, margin, and pipeline targets • Build and execute multi-year account plans for strategic customers • Develop and maintain a robust, qualified sales pipeline (3-5x coverage) • Lead complex capital equipment sales cycles (6-24 months) • Engage senior stakeholders (Manufacturing, Process Development, Procurement, Engineering) • Position AKBA as a trusted partner in process scale-up and manufacturing optimization • Translate customer process needs into integrated equipment solutions • Collaborate with engineering and product teams to shape proposals and technical positioning • Drive differentiation through value-based and solution-oriented selling • Lead pricing strategy and contract negotiations aligned with margin targets • Maintain accurate forecasting (monthly/quarterly) • Ensure disciplined use of CRM (Salesforce) for pipeline visibility • Coordinate with Engineering, Service, Marketing, and Inside Sales to ensure successful project execution • Act as the commercial owner through project lifecycle (sale > delivery > after-sales) • Provide structured insights on market trends, competitors, and customer needs • Support product roadmap development and new market expansion initiatives • Represent AKBA at industry conferences and technical forums