--- title: 'Associate Director, Revenue Strategy, Enterprise, Americas at Airwallex' canonical: 'https://feeny.ai/job/associate-director-revenue-strategy-enterprise-americas-airwallex-united-states-0s92ycepefj6' type: 'job' last_seen: '2026-09-16' --- # Associate Director, Revenue Strategy, Enterprise, Americas at Airwallex - **Company:** [Airwallex](https://feeny.ai/companies/airwallex) - **Location:** United States / San Francisco, CA - **Compensation:** $150k–$320k - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2026-05-08 - **Last confirmed live:** 2026-09-16 - **Apply:** https://jobs.ashbyhq.com/airwallex/d6497250-bc29-4c4f-bafb-4d64688b607f/application **Skills:** Financial modeling, Data analysis, Strategic planning, Budgeting, Enterprise sales cycle knowledge, SQL, Looker, Tableau, BI tools, Payments industry knowledge, FX, Treasury management > Lead high-stakes commercial initiatives for the Enterprise segment across the Americas, bridging corporate strategy and tactical deal execution. Define long-range GTM strategies, architect commercial frameworks, and drive cross-functional orchestration to optimize revenue funnels and penetrate new markets. ## Job description ## 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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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](https://www.airwallex.com/us/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 Airwallex is seeking a seasoned Associate Director of Revenue Strategy to lead high-stakes commercial initiatives for our Enterprise segment across the Americas. This is a leadership role designed for a heavy hitter who can bridge the gap between high-level corporate strategy and the tactical realities of winning complex, multi-million dollar deals. You will be the strategic architect behind our Enterprise GTM motion, working directly with executive leadership to refine our competitive positioning, optimize the revenue funnel, and penetrate new markets (US, Canada, and LATAM). We need a leader who deeply understands the nuances of Enterprise Payments and Financial Infrastructure and can empower our global sales organization to win in a crowded marketplace. ## Responsibilities - Lead Enterprise GTM Strategy: Define and execute the long-range strategic roadmap for the Americas Enterprise business, ensuring alignment between regional revenue targets and global product capabilities. - Architect Commercial Frameworks: Partner with Enterprise Sales leadership to design sophisticated commercial structures, pricing models, and value-realization frameworks that accelerate deal cycles and maximize LTV. - High-Stakes Business Development: Act as a strategic advisor on "must-win" Enterprise accounts, helping formulate bespoke value propositions and engaging with C-suite stakeholders at Fortune 500-level companies. - Drive Cross-Functional Orchestration: Lead complex, large-scale projects involving Legal, Compliance, Product, and Finance to remove friction from the Enterprise onboarding journey and ensure seamless service delivery. - Optimize Sales Effectiveness: Direct the development of advanced sales enablement tools and methodologies, using data-driven insights to coach frontline teams on competitive displacement and complex solution selling. - Product-Revenue Feedback Loop: Serve as the primary commercial voice to the Product organization, translating Enterprise market requirements into prioritized roadmaps that unlock significant ARR. - Strategic Planning & Analytics: Own the regional planning and budgeting process, establishing North Star metrics and translating them into actionable, quantitative execution plans for the commercial team. - GTM Experimentation & Innovation: Design and oversee rigorous GTM experiments to test new vertical entries, partner ecosystems, and lead-gen channels, scaling what works across the region. ## 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: - 10+ years of experience in top-tier Strategy/Management Consulting, Investment Banking, or a senior Strategy/Ops role within a high-growth Technology company. - Proven Leadership: Experience managing high-performing teams or leading large-scale, cross-functional initiatives in a matrixed environment. - Enterprise Expertise: Deep understanding of the Enterprise sales cycle and the complexities of selling technical solutions to sophisticated global organizations. - Master Communicator: Ability to distill highly complex financial products into compelling, vision-driven narratives for executive stakeholders. - Operational Rigor: A track record of taking theoretical strategies and turning them into documented, scalable processes. - Analytical Powerhouse: Advanced proficiency in financial modeling and data-driven storytelling; you use data to find the "why" behind the "what." Preferred qualifications: - Top-Tier Consulting Background: Prior experience at a premier global consultancy such as McKinsey, Bain, or BCG is highly preferred. - Fintech/Payments Subject Matter Expertise: Deep knowledge of the global payments landscape, including FX, local acquiring, and treasury management. - Scale Experience: Proven success in scaling a GTM motion from $50M to $250M+ in ARR. - Technical Proficiency: Advanced SQL skills and experience building executive-level dashboards in BI tools (Looker, Tableau). - Advanced Degree: MBA from a top-tier business school is highly desirable. 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](http://airwallex.com) email address. Please apply only through [careers.airwallex.com](http://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. ## About Airwallex ## Company Overview - **One-liner**: Airwallex is a financial technology company building a unified global payments and banking platform that helps businesses manage cross-border payments, treasury, spend, and financial operations through proprietary infrastructure, software, and AI. - **Entity Type**: Private (Series G) - **Headquarters**: Dual headquarters in Singapore and San Francisco, USA; founded in Melbourne, Australia - **Founded**: 2015 - **Founders**: Jack Zhang (CEO), Lucy Liu, Max Li, Xijing Dai, and Ron Li ## Core Business - Primary industry: Financial Services / Payments / Fintech Infrastructure - Target customers: B2B, primarily serving SMBs, scaling enterprises, digital platforms, and marketplaces globally - Mission or purpose statement: "Build the future of global banking" — they aim to replace legacy, fragmented banking systems with a borderless, intelligent, real-time financial operating system for modern businesses. ## Products & Services - **[Business Accounts]**: Multi-currency global accounts to receive, hold, and manage funds in 20+ currencies, with local account details for key markets. - **[Payments]**: Global payment acceptance via 160+ local payment methods, low-code checkout, and programmatic payout capabilities to 200+ countries. - **[Spend / Corporate Cards]**: Multi-currency corporate and employee cards with customisable spend controls, designed for global teams. - **[Expense Management]**: A platform to track, control, and reconcile global business expenses, including employee reimbursements. - **[Billing & Subscription Management]**: A billing platform for usage-based and subscription pricing models, supporting AI companies and complex revenue workflows. - **[Platform APIs]**: API-first infrastructure enabling businesses to embed financial services (accounts, payments, FX, card issuing) into their own products. - **[FX & Treasury]**: Interbank foreign exchange rates and tools to intelligently manage currency risk across markets. ## Market Standing - **Valuation**: US$11 billion (latest valuation in 2025, following a fresh investment round). - **Key Metric**: US$1.8 billion in total funding raised; Annual Recurring Revenue (ARR) surpassed US$1 billion by 2025. - **Notable Investors/Partners**: Series G investors include prominent global venture capital firms (specific names not listed in source but backed by top-tier VCs); serves over 200,000 businesses including TikTok, Brex, Rippling, Navan, Qantas, and SHEIN. - **Growth Signals**: - US$287 billion in global payments processed (USD). - 92% of transfers settled same-day, 50% processed instantly. - Over 85 financial licenses and registrations globally. - Team of ~2,300 people across 27 offices internationally. - Dual-headquarters model (Singapore + San Francisco) adopted in 2025 to support next phase of growth. ## Competitive Advantages - Proprietary, API-first infrastructure built from scratch (not riding legacy banking rails), enabling faster, cheaper, and more transparent cross-border transactions. - Unified platform combining banking, payments, spend management, billing, and FX — reducing the need for multiple vendors. - Deep AI integration across the platform to automate financial operations and provide intelligent insights. - Extensive regulatory licensing (85+ licenses) across major markets, creating a high barrier to entry. - Strong network effects: serves both direct businesses and platforms/marketplaces that embed Airwallex into their offerings. ## Strategic Focus - Continue scaling the platform to support the rapid growth of AI-native companies and usage-based business models (highlighted by the launch of their global billing platform). - Expand the dual-headquarters presence to tap into the largest tech talent markets (San Francisco and Singapore). - Invest heavily in AI to build "interconnected, intelligent financial systems where money, data, and decisions move together." - Deepen product capabilities to automate financial operations end-to-end for global businesses. ## Why Work Here - High-growth, ambitious environment: described as "the most ambitious work of your career" by the company; founded in 2015 and already processing $287B in payments. - Global impact and scale: work on infrastructure used by 200,000+ businesses, from startups to enterprises like TikTok and SHEIN. - Hybrid/office culture: 27 offices globally (Melbourne, Singapore, San Francisco, London, Shanghai, Amsterdam, and more) offering opportunities to work across teams and locations. - Engineering-driven culture: heavy emphasis on building proprietary technology, AI, and developer-first products. - Notable perks: opportunity to work on a modern financial stack, exposure to cutting-edge AI/Fintech intersection, and a diverse, international team of "2,200 of the brightest and most innovative people in tech." ## Sources 1. [airwallex.com - Who We Are](https://www.airwallex.com/en-eu/who-we-are) 2. [airwallex.com - Global Platform](https://www.airwallex.com/global) 3. [careers.airwallex.com](https://careers.airwallex.com/) 4. [LinkedIn - Airwallex](https://www.linkedin.com/company/airwallex) 5. [jobs.ashbyhq.com - Airwallex](https://jobs.ashbyhq.com/airwallex) ## Other roles at Airwallex - [Inbound Sales Representative, South Korea](https://feeny.ai/job/inbound-sales-representative-south-korea-airwallex-seoul-xevc3cgrh2yx) — Seoul, South Korea - [Account Executive](https://feeny.ai/job/account-executive-airwallex-london-gkactyrcarh9) — London, United Kingdom - [Account Executive](https://feeny.ai/job/account-executive-airwallex-london-pbppcjhzw6q4) — London, United Kingdom - [Account Executive, Enterprise Payments - Benelux and Nordics](https://feeny.ai/job/account-executive-enterprise-payments-benelux-and-nordics-airwallex-amsterdam-fza0dddfda48) — Amsterdam, Netherlands - [Enterprise Business Development Manager](https://feeny.ai/job/enterprise-business-development-manager-airwallex-tel-aviv-sxv4r9n00vmf) — Tel Aviv, Israel - [Software Engineer, Quality](https://feeny.ai/job/software-engineer-quality-airwallex-singapore-yy0f0rcraj6m) — Singapore - [Manager, Sales, SME & Growth](https://feeny.ai/job/manager-sales-sme-growth-airwallex-vilnius-pangf8jw6eht) — Vilnius, Lithuania - [Associate Director, Technical Accounting](https://feeny.ai/job/associate-director-technical-accounting-airwallex-united-states-03kjr9f3sw7n) — United States - [Senior Employment Counsel, Americas](https://feeny.ai/job/senior-employment-counsel-americas-airwallex-united-states-san-francisco-ca-jngy3177b71p) — United States / San Francisco, CA - [Senior Account Manager, SME & Growth](https://feeny.ai/job/senior-account-manager-sme-growth-airwallex-london-epzcdt5m6s96) — London, United Kingdom