Associate Director, Enterprise Marketing

What you’ll do

As the Associate Director, Enterprise Marketing, you will architect and own Airwallex’s end-to-end upmarket marketing motion for North America, with a primary base in San Francisco, CA. You will design the 0-to-1 enterprise marketing playbook that moves sophisticated prospects from first signal through to qualified pipeline and closed-won revenue, combining ABM, field, and lifecycle strategies into a single, tightly orchestrated engine. You will partner closely with Enterprise Sales leadership, SDR teams, and global marketing to shift Airwallex’s market mix upmarket, with clear accountability for pipeline and revenue outcomes.

This role is based in San Francisco, CA.

Responsibilities

• Lead the end-to-end upmarket strategy by building and iterating a 0-to-1 enterprise marketing playbook that connects initial demand generation, nurture, and demand capture into a predictable pipeline engine for target segments.
• Design, launch, and scale an ABM program across priority upmarket accounts, using advanced segmentation, orchestration tools, and multi-channel campaigns (content, email, paid, direct mail, events) to deepen engagement and penetration.
• Build and own a tiered event and field marketing portfolio that ranges from flagship owned and industry events (for example, an AWX Conference) to highly curated executive programs such as CFO Roundtables and invite-only salons in key hubs like San Francisco and New York City.
• Partner deeply with Enterprise Sales and SDR leadership to orchestrate pipeline motions, including SDR cadences, blitzes, and lead-routing strategies that systematically convert top-of-funnel interest into qualified opportunities and high conversion rates through the funnel.
• Build integrated pre/during/post-program workflows for field, ABM, and digital campaigns, including audience selection, offer and message design, sales enablement, automated follow-up and nurture sequencing, and rigorous ROI and pipeline attribution.
• Own enterprise pipeline and revenue targets related to your programs: define KPIs, build dashboards with RevOps and Analytics, and run regular readouts to senior commercial and marketing leadership to inform investment, prioritization, and iteration.
• Act as a senior cross-functional leader and “builder” within the marketing org, codifying best practices, coaching regional and functional peers, and helping scale successful motions globally as Airwallex accelerates its enterprise footprint.

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 B2B marketing experience, with substantial time spent in enterprise or upmarket segments at high-growth SaaS, fintech, or payments companies.
• Proven 0-to-1 upmarket mastery, including having built or significantly scaled an enterprise marketing program from the ground up with direct accountability for pipeline and revenue targets, not just leads or MQLs.
• Deep, hands-on experience architecting and running ABM programs targeting high-value accounts, including account tiering, buying group mapping, multi-channel orchestration, and personalization at scale.
• Strong track record designing and executing tiered field and event portfolios, from large-scale conferences and industry sponsorships to intimate executive experiences that move specific deals and segments forward.
• Demonstrated ability to partner tightly with Enterprise Sales and SDR teams, including experience directing SDR cadences, coordinating blitzes, and aligning on shared pipeline, conversion, and coverage goals.
• High analytical and operational rigor: confident using Salesforce and marketing performance data to measure impact, refine targeting, and make data-driven trade-offs in programs and spend.
• Comfortable operating in a fast-paced, resource-constrained, and highly ambiguous environment, with a builder mindset and bias toward action and experimentation.

Preferred qualifications

• Experience in a global fintech, payments, or financial infrastructure environment, with familiarity navigating complex buyer groups such as CFO, finance, treasury, and operations in mid-market and enterprise accounts.
• Prior ownership of executive communities or advisory programs (for example, CFO councils, customer advisory boards, founder or operator communities) tied directly to pipeline and expansion motions.
• Demonstrated success integrating ABM, field, lifecycle, and performance marketing motions into a cohesive, account-centric strategy across regions.
• Hands-on fluency with modern ABM and marketing operations stacks (for example, Demandbase or similar ABM platforms, Salesforce, Marketo or other MAPs, and event tools such as Splash), including building attribution and reporting frameworks with RevOps and Analytics partners.

Applicant Safety Policy: Fraud and Third-Party RecruitersTo 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 email address. Please apply only through 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 opportunityAirwallex 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.