Senior Manager, Enterprise Strategy & GTM, Americas at Airwallex

San Francisco, California, United States

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$130,000 – $220,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Fintech, Payments, Financial ServicesIndustries

Requirements

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
Knowledge of the payments domain / financial services (preferred)

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

Skills

Key technologies and capabilities for this role

GTM StrategyEnterprise StrategyDeal StrategyCommercial StrategyWin PlanningProduct StrategyData InsightsProblem Solving

Questions & Answers

Common questions about this position

What is the salary range for this Senior Manager position?

The salary range is $130K - $220K.

Is this role remote or hybrid, and where is it located?

The position is hybrid.

What key skills are required for this Enterprise Strategy & GTM role?

Key skills include sharp problem-solving, data insights, deal strategy leadership, structuring deal economics like ROI/TCO and pricing, and executive engagement with C-suite stakeholders.

What is the company culture like at Airwallex?

Airwallex has a collaborative team of analysts, strategists, and operational experts passionate about translating vision into action, with over 1,700 innovative people across 26 global offices focused on ambitious work.

What makes a strong candidate for this Senior Manager role?

Strong candidates have experience leading complex enterprise deal strategies, orchestrating RFPs, structuring deal economics, aligning solutions with customer needs, and informing product roadmaps with market insights.

Airwallex

Cross-border payment solutions for businesses

About Airwallex

Airwallex provides cross-border payment solutions for businesses of all sizes, including small to medium-sized enterprises and large corporations. The company offers a range of financial services such as multi-currency accounts, international money transfers, foreign exchange services, and payment gateway solutions. These services are designed to facilitate efficient and cost-effective international transactions. Airwallex uses advanced technology to ensure that these transactions are fast and secure. Unlike many competitors, Airwallex focuses on building financial infrastructure that supports the digital economy, allowing businesses to operate seamlessly across borders. The company's goal is to simplify global payments and make them accessible to businesses worldwide.

Eastern District, Hong KongHeadquarters

2015Year Founded

$877.4MTotal Funding

SERIES_ECompany Stage

FintechIndustries

1,001-5,000Employees

Benefits

Hybrid Work Options

Employee Equity Programs

Risks

Increased competition from fintech startups could erode Airwallex's market share.

Regulatory scrutiny in Asia-Pacific, especially China, may impact Airwallex's operations.

Volatility in foreign exchange rates poses a risk to Airwallex's revenue streams.

Differentiation

Airwallex offers a comprehensive suite of cross-border payment solutions for businesses.

The company integrates financial services into platforms, enhancing customer experience and efficiency.

Airwallex's global presence with ten international offices supports its expansive service offerings.

Upsides

Airwallex reported an 83% revenue increase in APAC, showcasing strong regional growth.

The partnership with Carwow enhances Airwallex's visibility and operational efficiency in the UK.

Airwallex's expansion in EMEA with new offices boosts its international market presence.

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