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Airwallex is an AI-native financial operating system serving over 675,000 businesses globally, including McLaren Racing, Qantas, SHEIN, and TikTok. Founded in Melbourne in 2015, the company operates as the regulated backbone for global payments with 85+ licenses and presence across North America, Europe, the Middle East, and Asia-Pacific. Headquartered in San Francisco and Singapore with 2,300+ employees across 27 offices.
In this role, you will shape revenue strategy for Airwallex's most important enterprise opportunities across ANZ (Australia and New Zealand). You'll work closely with Enterprise Sales and Account Management teams to support priority deals and drive customer growth while building the reporting infrastructure, tooling, and operating rhythms that make the enterprise revenue engine more effective.
Key responsibilities include:
- Owning strategy for the company's most important enterprise opportunities, staying close to priority deals and helping teams define winning approaches
- Partnering with Sales and Account Management to develop and execute tailored strategies for individual enterprise customers across new business, expansion, and retention
- Supporting complex commercial decisions including opportunity prioritization, deal strategy, business cases, pricing, and packaging considerations
- Managing tooling, reporting, and operating rhythms that support both front-book growth and back-book performance
- Improving pipeline visibility, performance insights, forecasting, and commercial reporting to enable informed leadership decisions
- Identifying friction in commercial workflows and creating simpler, more scalable operating models
- Turning strategic thinking into practical execution through ownership from problem definition through implementation, adoption, and measurement
- Leading high-priority cross-functional initiatives involving Sales, Account Management, Product, Finance, Legal, Risk, and Operations
- Building trusted relationships with enterprise customers and internal stakeholders through clear communication and commercial judgment
- Developing repeatable playbooks and operating mechanisms from lessons learned across strategic opportunities
You'll work from the Melbourne or Sydney office three days per week.
REQUIREMENTS:
Essentials:
- 7+ years of professional experience in strategy, consulting, revenue strategy, commercial operations, commercial finance, or a related field
- Bachelor's degree
- Experience in consulting or a comparable environment that developed rigorous problem-solving and executive communication skills
- Strategic mindset with ability to move comfortably from consultancy-style problem solving to hands-on execution
- Track record of solving complex problems and turning analysis into practical, commercially grounded solutions
- Strong written, verbal, and presentation skills, including ability to communicate effectively with executives, customers, and delivery teams
- Experience partnering with Sales and Account Management teams on customer strategy, commercial planning, enterprise deals, or growth initiatives
Preferred:
- Experience in fintech, payments, financial services, SaaS, or another complex, technology-led business
- Experience in go-to-market strategy, enterprise revenue operations, or commercial strategy
- Experience working on large enterprise deals or complex customer engagements involving multiple stakeholders, products, markets, or commercial models
- Experience across both new-business strategy and existing-customer growth, expansion, or account management
- Experience with CRM, business intelligence, or revenue tooling, and ability to turn data into executive-ready insights
- Experience building business cases, forecasting models, dashboards, playbooks, or scalable operating mechanisms
