Associate Director, Revenue Strategy (Enterprise)

TL;DR

Associate Director, Revenue Strategy (Enterprise/Fintech): Leading high-stakes commercial initiatives and GTM strategy for the Enterprise segment across the Americas with an accent on competitive positioning, revenue funnel optimization, and commercial frameworks. Focus on architecting GTM motions, optimizing sales effectiveness, and aligning regional revenue targets with global product capabilities.

Location: Must be based in San Francisco

Company

Airwallex is a unified payments and financial platform for global businesses, empowering over 200,000 companies worldwide with integrated solutions for accounts, payments, and treasury.

What you will do

• Define and execute the long-range strategic roadmap for the Americas Enterprise business to align regional targets with global capabilities.
• Design sophisticated commercial structures, pricing models, and value-realization frameworks to accelerate deal cycles.
• Act as a strategic advisor for "must-win" Enterprise accounts and engage with C-suite stakeholders at Fortune 500 companies.
• Lead cross-functional projects involving Legal, Compliance, Product, and Finance to optimize the Enterprise onboarding journey.
• Direct the development of sales enablement tools and coach frontline teams on competitive displacement.
• Translate Enterprise market requirements into prioritized product roadmaps to unlock significant ARR.

Requirements

• 10+ years of experience in top-tier Strategy/Management Consulting, Investment Banking, or senior Strategy/Ops roles in high-growth Tech.
• Proven leadership experience managing high-performing teams or leading large-scale cross-functional initiatives.
• Deep understanding of the Enterprise sales cycle and selling technical solutions to global organizations.
• Ability to distill complex financial products into compelling, vision-driven narratives for executives.
• Advanced proficiency in financial modeling and data-driven storytelling.
• Location: Based in San Francisco

Nice to have

• Prior experience at a premier global consultancy such as McKinsey, Bain, or BCG.
• Subject matter expertise in the global payments landscape, including FX, local acquiring, and treasury management.
• Proven success in scaling a GTM motion from $50M to $250M+ in ARR.
• Advanced SQL skills and experience building executive-level dashboards in Looker or Tableau.
• MBA from a top-tier business school.

Culture & Benefits

• Environment for "successful builders" with founder-like energy and true ownership.
• Culture of humility and collaboration with a focus on "getting stuff done" end-to-end.
• Opportunity to tackle complex, high-visibility problems with a world-class team.
• Emphasis on using AI to work smarter and solve problems faster.