Senior Manager, Enterprise Strategy & GTM, APAC

Responsibilities

• Lead deal strategy by defining win themes, stakeholder maps, and executive alignment for complex, multi-threaded pursuits.
• Orchestrate RFPs/RFIs, owning the pursuit narrative, differentiation, and commercial terms.
• Structure deal economics, including ROI/TCO, pricing architectures, and commercial constructs in partnership with Deal Desk, Legal, and Risk.
• Align solution fit by co-developing high-level solution scope with Solution Architects to ensure customer outcomes.
• Drive executive engagement through C-suite briefings, POVs, and workshops to establish trusted relationships.
• Codify "how we win" by producing playbooks, battlecards, and competitor tear-downs to enable Enterprise AEs.
• Inform product and roadmap by synthesizing enterprise requirements and market trends into clear use cases for Product teams.
• Govern the pursuit process, including stage gates, resourcing, timelines, and handoff to delivery.
• Measure impact by tracking win rates, cycle times, ACV/GP, and pipeline influence.

Requirements

• Bachelor's degree in a STEM discipline with strong academic achievements.
• 8–12+ years of experience in enterprise GTM, strategy, pre-sales consulting, or product strategy.
• Proven executive engagement skills and the ability to build credibility with key decision-makers.
• Technical fluency in payments (acquiring, issuing, wallets, treasury, and FX) and the ability to engage at an architectural level.

Preferred Qualifications

• Deep knowledge of the payments domain or financial services.
• Hands-on experience developing product solutions, either internally or in a consulting capacity.
• Ability to work independently and navigate ambiguity to develop paths forward for customers.
• Strategic and creative thinker capable of proactively identifying and overcoming challenges.

About the Company

Airwallex is a unified payments and financial platform for global businesses. Powered by proprietary infrastructure and software, we empower over 200,000 businesses worldwide—including Brex, Rippling, and Qantas—to manage business accounts, payments, spend management, and treasury at a global scale. Founded in Melbourne, we are a global team of over 2,200 people building the future of global banking.