Associate Director, Enterprise Strategy

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 150,000 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 1,800 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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.

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.

Who are you

As an Enterprise Strategy & GTM leader within the Global Revenue Strategy department, you will help drive the commercial strategy and GTM for our most strategic enterprise pursuits. Partner with Enterprise Lead, AEs, and Solution Architects to shape the win plan, align our platform to customer needs, and execute high-impact pursuits - from discovery through contracting - while informing product strategy with market insight.

• 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.

What you’ll bring

We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum Qualifications

• 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

Preferred Qualifications

• Knowledge of the payments domain / financial services will be advantageous
• At some point in your career you will have been hands on developing product solutions either internally or in a consulting role
• Passionate about learning and actively seeks out knowledge
• Ability to work independently and confidently to develop a path forward with customers under ambiguous circumstances.
• Strategic and creative thinker who can proactively identify challenges and maintain a positive approach when facing difficult obstacles.

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.

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. If you are approached by someone claiming to represent Airwallex, please verify with our team.