Senior Manager, Enterprise Strategy & GTM, Americas

What you’ll do

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.

This role is based in San Francisco.

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.

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

• 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

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.

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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.