Airwallex · 4 hours ago
Senior Manager, Enterprise Strategy & GTM, Americas
San Francisco, CA
Full-time
Hybrid
Senior Level, Lead/Staff
$130K/yr - $220K/yr
8+ years expAirwallex is a unified payments and financial platform for global businesses, empowering over 200,000 businesses worldwide. The Senior Manager, Enterprise Strategy & GTM will lead the commercial strategy and go-to-market efforts for strategic enterprise pursuits, collaborating with various stakeholders to ensure alignment and successful execution of high-impact initiatives.
FinanceFinancial ServicesFinTechPayments
Responsibilities
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
Qualification
Required
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
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
Company
Airwallex
Airwallex is a global payments and financial platform that provides business accounts, payment solutions, and spend management tools.
1001-5000 employees
H1B Sponsorship
Airwallex has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (16)
2024 (6)
2022 (2)
Funding
Current Stage
Late StageTotal Funding
$1.53BKey Investors
AdditionSquare Peg CapitalLone Pine Capital
2025-12-08Series G· $330M
2025-05-21Series F· $150M
2025-05-21Secondary Market· $150M
Leadership Team
Jack Zhang
Co-Founder & CEO
Jacob Dai
Co-Founder & CTO
Recent News
Startup Daily
2025-12-24
2025-12-17
Company data provided by crunchbase