Associate Director, Revenue Strategy, SME

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 200,000 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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. 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
The Associate Director, Revenue Strategy, US sits at the core of our US Small Medium Enterprise (SME) Sales team and will work across a number of functions to help drive growth for this segment. Reporting to the Director of Strategy, you will work closely with the commercial and operations team to focus on driving our GTM strategy. You will work closely with Sales, Operations, Marketing and RevOps teams to drive cross-functional high-impact strategy initiatives with a view to accelerating our revenue growth.
This role is based in New York City.
Responsibilities:

• Design and implement the long-range strategic plan for Airwallex's SME business.
• Define commercial strategy, processes, and tools with enterprise commercial teams.
• Coordinate and prioritize US product launches with cross-functional stakeholders (product, compliance, legal, commercial).
• Lead planning and budgeting, establishing key strategic priorities for actionable, quantitative plans.
• Engage top companies to create future-state visions, linking Airwallex's capabilities to customer strategic requirements.
• Support Sales through Business Development: source/close Enterprise customers, formulate value propositions, develop channel partnerships, and grow the brand.
• Project manage collaboratively with local and international cross-functional teams (legal, compliance, operations, product, etc.).
• Work closely with operations for seamless customer onboarding. Improve processes by leveraging regional methods to scale lead generation and commercial activities.
• Communicate needs for Product enhancements: identify product-market fit, collate feedback, and prioritize enhancements to drive growth.
• Work closely with Sales Leader to devise and execute initiatives supporting sales effectiveness.
• Drive GTM experiments using data and business acumen for improved sales efficiency.
• Influence and collaborate effectively with stakeholders in Sales, RevOps, Marketing, and Operations.

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:

• At least 7 years of experience (10 for Associate Director), preferably in top-tier strategy/management consulting or equivalent
• Analytical thinking: You like working with data, can create reports & processes with ease, and love to optimize
• Track record of collaborating across teams: You can effectively partner with sales, operations, design and marketing
• Strong communication skills: you're able to articulate complex concepts in a simple way
• Self-starter: You spot opportunities to make things better and take ownership over them
• Commercial acumen, including ability to create commercial proposals
• Technology, financial services and/or experience in a high growth environment is preferred
• Bachelor's degree or equivalent

Preferred Qualifications:

• Fintech/B2B experience and consulting experience
• Experience scaling a late stage technology company GTM motion for higher volume segments like SME
• SQL and experience with BI tool (Tableau, Looker etc)

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 email address. Please apply only through 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.
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