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Airwallex Logo Airwallex · IT - Software Development

Senior Manager, Enterprise Strategy & GTM, Americas

United States, San Francisco 130000.00 - 220000.00 USD / Year · Job Posted February 21, 2026
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Job Description

As an Enterprise Strategy & GTM leader within the Global Revenue Strategy team, you will help drive the commercial strategy and GTM for our most strategic enterprise pursuits. Partner with the 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.

Job Responsibility

  • 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.

Requirements

  • Bachelor's degree in a STEM discipline, with strong academic achievements
  • 8+ 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

Nice to have

  • 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.

What we offer

  • Offers Equity
  • Offers Bonus
  • medical, dental, and vision insurance
  • a 401(k) plan
  • short-term and long-term disability
  • basic life insurance
  • well-being benefits
  • 20 paid days of vacation
  • 12 paid days of company holidays
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