airwallex
Senior Manager, Enterprise Strategy & GTM, Americas
airwallex, San Francisco, California, United States, 94199
Senior Manager, Enterprise Strategy & GTM, Americas
All potential candidates should read through the following details of this job with care before making an application. Join to apply for the
Senior Manager, Enterprise Strategy & GTM, Americas
role at
Airwallex
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 150,000 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 1,800 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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.
What You’ll Do As an Enterprise Strategy & GTM leader within the Global Revenue Strategy team, you will help drive the commercial strategy and GTM for our most strategic enterprise pursuits. Partner with the Enterprise Lead, AEs, and Solution Architects to shape the win plan, align our platform to customer needs, and execute high-impact pursuits - from discovery through contracting - while informing product strategy with market insight.
Responsibilities
Lead deal strategy: Define win themes, stakeholder maps, and executive alignment for complex, multi-threaded pursuits.
Orchestrate RFPs/RFIs: Own the pursuit narrative, differentiation, and commercial terms; coordinate Solution Architects for technical sections and validations.
Structure deal economics: Build ROI/TCO, pricing architectures (usage/SaaS/hybrid), and commercial constructs; partner with Deal Desk, Legal, and Risk.
Align solution fit: Co-develop high-level solution scope with Solution Architects; confirm feasibility, phase plans, and risks/mitigations to ensure customer outcomes.
Drive executive engagement: Lead C-suite briefings, POVs, and workshops; establish trusted relationships with business and technical stakeholders.
Codify “how we win”: Produce playbooks, battlecards, competitor tear-downs, and vertical white papers; enable Enterprise AEs and regions.
Inform product & roadmap: Synthesize enterprise requirements and market trends; translate into clear use cases and prioritization for Product.
Govern the pursuit: Run stage gates, resourcing, timelines, and handoff to delivery with clear success criteria and SOW quality.
Measure impact: Track win rate, cycle time, ACV/GP, multi-product attach, and pipeline influenced; iterate plays based on results.
Minimum Qualifications
Bachelor's degree in a STEM discipline, with strong academic achievements
8–12+ years in enterprise GTM/strategy, pre-sales consulting, or product strategy
Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels
Technical fluency (not a pure Solution Architect): acquiring, issuing, wallets/treasury/FX; comfortable engaging at an architectural level to ensure solution fit
Preferred Qualifications
Knowledge of the payments domain / financial services will be advantageous
Hands-on experience developing product solutions either internally or in a consulting role
Passionate about learning and actively seeks out knowledge
Ability to work independently and confidently to develop a path forward with customers under ambiguous circumstances
Strategic and creative thinker who can proactively identify challenges and maintain a positive approach when facing difficult obstacles
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.
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). If you are approached by someone claiming to represent Airwallex, please verify with our team.
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All potential candidates should read through the following details of this job with care before making an application. Join to apply for the
Senior Manager, Enterprise Strategy & GTM, Americas
role at
Airwallex
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 150,000 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 1,800 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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.
What You’ll Do As an Enterprise Strategy & GTM leader within the Global Revenue Strategy team, you will help drive the commercial strategy and GTM for our most strategic enterprise pursuits. Partner with the Enterprise Lead, AEs, and Solution Architects to shape the win plan, align our platform to customer needs, and execute high-impact pursuits - from discovery through contracting - while informing product strategy with market insight.
Responsibilities
Lead deal strategy: Define win themes, stakeholder maps, and executive alignment for complex, multi-threaded pursuits.
Orchestrate RFPs/RFIs: Own the pursuit narrative, differentiation, and commercial terms; coordinate Solution Architects for technical sections and validations.
Structure deal economics: Build ROI/TCO, pricing architectures (usage/SaaS/hybrid), and commercial constructs; partner with Deal Desk, Legal, and Risk.
Align solution fit: Co-develop high-level solution scope with Solution Architects; confirm feasibility, phase plans, and risks/mitigations to ensure customer outcomes.
Drive executive engagement: Lead C-suite briefings, POVs, and workshops; establish trusted relationships with business and technical stakeholders.
Codify “how we win”: Produce playbooks, battlecards, competitor tear-downs, and vertical white papers; enable Enterprise AEs and regions.
Inform product & roadmap: Synthesize enterprise requirements and market trends; translate into clear use cases and prioritization for Product.
Govern the pursuit: Run stage gates, resourcing, timelines, and handoff to delivery with clear success criteria and SOW quality.
Measure impact: Track win rate, cycle time, ACV/GP, multi-product attach, and pipeline influenced; iterate plays based on results.
Minimum Qualifications
Bachelor's degree in a STEM discipline, with strong academic achievements
8–12+ years in enterprise GTM/strategy, pre-sales consulting, or product strategy
Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels
Technical fluency (not a pure Solution Architect): acquiring, issuing, wallets/treasury/FX; comfortable engaging at an architectural level to ensure solution fit
Preferred Qualifications
Knowledge of the payments domain / financial services will be advantageous
Hands-on experience developing product solutions either internally or in a consulting role
Passionate about learning and actively seeks out knowledge
Ability to work independently and confidently to develop a path forward with customers under ambiguous circumstances
Strategic and creative thinker who can proactively identify challenges and maintain a positive approach when facing difficult obstacles
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.
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). If you are approached by someone claiming to represent Airwallex, please verify with our team.
#J-18808-Ljbffr