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in this role will help build that market. Youll own the sales process from first conversation through close, while creating the systems and relationships needed to grow a new territory.

Own the full sales cycle and territory management from prospecting through close, building pipeline across the Israeli market through a focused, AI-assisted outbound motion and close collaboration with SDR and Marketing.

Drive new client acquisition and revenue growth across Israel through disciplined pipeline generation, coverage and conversion.

Develop and execute territory and account strategies, identifying high-potential verticals, businesses and decision-makers.

Represent in client meetings and industry events across Israel, tailoring our value proposition to different stakeholders and business needs.

Maintain rigorous CRM discipline and forecasting accuracy, with high standards for data hygiene, pipeline management and operating cadence.

Youll work from our Tel Aviv office at least three days a week as part of a hybrid setup.

As a Sales Development Representative, youll build qualified pipeline for Airwallexs SME & Growth sales team across the Israeli market. Youll identify high-potential businesses, engage senior decision-makers through multichannel outreach, and run effective discovery to understand prospects business models, pain points and financial needs.

Build qualified pipeline by identifying high-potential businesses, verticals and market opportunities across Israel.

Engage senior decision-makers through cold calling, email, LinkedIn and other channels, using structured multichannel outreach sequences.

Progress qualified opportunities to Account Executives by understanding prospects business models, pain points, financial needs and commercial potential.

Partner closely with Account Executives on account strategy, handover and first-call preparation to create a seamless prospect experience and improve conversion.

Improve targeting, messaging, cadences and channel mix by using data and conversion performance to guide your approach.

Share field insights with Marketing and help build the SDR playbook in Israel as we scale SME & Growth sales motion.

You are used to delivering value in complex situations and are energised by learning about new and existing products. Finally, you enjoy building - you like to actively participate in the development of the demand generation and sales process, the articulation of value proposition, and the creation of key tools and assets.


With the commission structure for this role, there is a significant upside for won opportunities.


With the team, there are many opportunities to progress as the business continues to grow. If youre hungry, smart, persistent, and a great teammate, we want to hear from you!


We operate in an onsite model, we work from the office a minimum of 4 days a week.


What youll be doing


Initiate contact with potential customers through email outreach or cold calling and follow up on designated touchpoints in a customer journey

Move quality leads through the funnel while connecting them to a salesperson and arranging meetings

Develop relationships with prospects to uncover needs through effective questioning to qualify interest and viability to prepare hand-off to sales

Update activity and contact information within the CRM system and support reporting efforts

Inform and recommend outreach strategies and best practices through testing various types of touchpoints

Contribute to building out best practices in this area as we grow the team

Collaborate and provide feedback and insights to Marketing to help improve targeting and messaging

Work closely with Account Executives on the handover & first call

As an Account Manager on the Enterprise team, you will manage a portfolio of strategic enterprise customers and help them maximise the value they get from Airwallex. Youll take a consultative approach, building trusted relationships across commercial, finance, operations, product and technology stakeholders, while identifying opportunities to increase adoption, retain customers and expand their use of products and markets. You will combine strategic account planning with hands-on ownership of upsells, escalations, onboarding and complex customer initiatives across the implementation, API activation and growth phases. This is a quota-carrying commercial role based in Tel Aviv.

Responsibilities

Grow gross profit from existing customer accounts, manage operational success and pursue upsell and cross-sell opportunities across product suite

Build and execute strategic account plans, including customer objectives, stakeholder maps, risks, renewal plans and 12- to 18-month growth opportunities

Lead renewals, commercial negotiations and expansion opportunities, using data and customer insight to improve retention and drive net revenue retention

Build trusted relationships with senior customer stakeholders and run effective business reviews that demonstrate value, address risks and align on future priorities

Project manage complex customer initiatives across several technical and non-technical domains, coordinating Sales, Product, Solutions Engineering, Operations, KYC and Onboarding, Legal and Customer Success

Be proactive in identifying and solving client challenges before they become risks

Maintain accurate CRM records, opportunity tracking and forecasts, and report weekly and monthly performance against KPIs, metrics and targets

Ensure the best possible customer experience throughout onboarding and beyond

As an SME Account Manager, you will build relationships with our existing customers to ensure they get the tools and support they need to achieve their goals. Youll act as the bridge between the customer and the wider team, bringing an in-depth understanding of each customers needs and how can support them. Youll operate in a fast-paced, scaling environment, providing senior-level support across the Israel and EMEA business and helping to evaluate and scale our Account Management strategy.

Responsibilities

Own and grow a portfolio of strategic accounts, developing account plans, increasing product adoption, deepening relationships and driving expansion through regular strategic customer engagements

Identify, develop and close upsell and expansion opportunities, proactively managing them through the sales cycle from identification to close and revenue realisation

Act as a trusted advisor to customers, understanding their business, industry and goals to help them maximise the value and identify opportunities to support their growth

Lead complex commercial negotiations, including bespoke commercial agreements, multi-product solutions and high-value expansion opportunities

Translate customer needs into solutions, understanding technical requirements and working across multiple products to develop compelling, commercially viable solutions

Operate with ownership and agility, working independently, navigating ambiguity and adapting quickly in a fast-paced, changing environment

Consistently achieve or exceed KPIs and revenue targets, staying curious about an evolving technology landscape and able to articulate its value to customers