The role
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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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 https://www.airwallex.com/us/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.
ABOUT THE TEAM
The Strategy & Operations team at Airwallex plays a pivotal role in driving the company's overall growth and efficiency. We are a collaborative group of analysts, strategists, and operational experts who are passionate about translating vision into action. We leverage data insights, sharp problem-solving skills, and a deep understanding of the business to optimize processes, identify growth opportunities, and ensure Airwallex operates efficiently and effectively at scale.
WHAT YOU’LL DO
Airwallex is seeking a seasoned Associate Director of Revenue Strategy to lead high-stakes commercial initiatives for our Enterprise segment across the Americas. This is a leadership role designed for a heavy hitter who can bridge the gap between high-level corporate strategy and the tactical realities of winning complex, multi-million dollar deals.
You will be the strategic architect behind our Enterprise GTM motion, working directly with executive leadership to refine our competitive positioning, optimize the revenue funnel, and penetrate new markets (US, Canada, and LATAM). We need a leader who deeply understands the nuances of Enterprise Payments and Financial Infrastructure and can empower our global sales organization to win in a crowded marketplace.
RESPONSIBILITIES
- Lead Enterprise GTM Strategy: Define and execute the long-range strategic roadmap for the Americas Enterprise business, ensuring alignment between regional revenue targets and global product capabilities.
- Architect Commercial Frameworks: Partner with Enterprise Sales leadership to design sophisticated commercial structures, pricing models, and value-realization frameworks that accelerate deal cycles and maximize LTV.
- High-Stakes Business Development: Act as a strategic advisor on "must-win" Enterprise accounts, helping formulate bespoke value propositions and engaging with C-suite stakeholders at Fortune 500-level companies.
- Drive Cross-Functional Orchestration: Lead complex, large-scale projects involving Legal, Compliance, Product, and Finance to remove friction from the Enterprise onboarding journey and ensure seamless service delivery.
- Optimize Sales Effectiveness: Direct the development of advanced sales enablement tools and methodologies, using data-driven insights to coach frontline teams on competitive displacement and complex solution selling.
- Product-Revenue Feedback Loop: Serve as the primary commercial voice to the Product organization, translating Enterprise market requirements into prioritized roadmaps that unlock significant ARR.
- Strategic Planning & Analytics: Own the regional planning and budgeting process, establishing North Star metrics and translating them into actionable, quantitative execution plans for the commercial team.
- GTM Experimentation & Innovation: Design and oversee rigorous GTM experiments to test new vertical entries, partner ecosystems, and lead-gen channels, scaling what works across the region.
WHO YOU ARE
We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
MINIMUM QUALIFICATIONS:
- 10+ years of experience in top-tier Strategy/Management Consulting, Investment Banking, or a senior Strategy/Ops role within a high-growth Technology company.
- Proven Leadership: Experience managing high-performing teams or leading large-scale, cross-functional initiatives in a matrixed environment.
- Enterprise Expertise: Deep understanding of the Enterprise sales cycle and the complexities of selling technical solutions to sophisticated global organizations.
- Master Communicator: Ability to distill highly complex financial products into compelling, vision-driven narratives for executive stakeholders.
- Operational Rigor: A track record of taking theoretical strategies and turning them into documented, scalable processes.
- Analytical Powerhouse: Advanced proficiency in financial modeling and data-driven storytelling; you use data to find the "why" behind the "what."
PREFERRED QUALIFICATIONS:
- Top-Tier Consulting Background: Prior experience at a premier global consultancy such as McKinsey, Bain, or BCG is highly preferred.
- Fintech/Payments Subject Matter Expertise: Deep knowledge of the global payments landscape, including FX, local acquiring, and treasury management.
- Scale Experience: Proven success in scaling a GTM motion from $50M to $250M+ in ARR.
- Technical Proficiency: Advanced SQL skills and experience building executive-level dashboards in BI tools (Looker, Tableau).
- Advanced Degree: MBA from a top-tier business school is highly desirable.
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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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.