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Manager/Senior Manager, Revenue Strategy

2 months ago

San Francisco, United States Airwallex Full time
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 100,000 businesses worldwide – including Brex, Rippling, 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

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

The Revenue Operations Senior Manager, Ecosystems, will work closely with regional commercial leaders and Strategic/Channel Partnerships team to drive our ecosystem go-to-market strategy and execution across all regions, unlocking new, more effective channels and 1:many scale. While the Strategic/Channel Partnerships team focuses on the strategic collaboration and integration of multiple partners, the go-to-market team focuses on developing and delivering coordinated strategy and GTM action plans to launch and amplify our ecosystem offering to the target market/audience. This includes identification of target vertical/audience, marketing/distribution channels and developing respective sales motions/messaging/team structure/set up/playbook/incentive plan etc. The Senior Manager, Revenue Operations (Ecosystem) will partner closely with the Strategic/Channel Partnerships team in the early stages of launch, focusing on customer activation and analyse preliminary data to iterate on the overall strategy.

This role requires strategic planning skills, Product/GTM strategy, and strong stakeholder management to drive growth, innovation, and value for our company and partners.

This role is based in Singapore. Internal title is Senior Manager, Revenue Operations (Ecosystems)

Responsibilities:

  • Identify potential partners within the ecosystem, including but not limited to complementary technology providers, professional services providers, agencies, etc.

  • Develop detailed ecosystem partnerships strategy, program framework and GTM plan (unique value proposition to partners, partner experience, partner vertical, incentive designs, enablement, etc).

  • Define and test new GTM models and motions for partnerships driven customer acquisition and product adoption (e.g. ecosystem opportunities, self-serve initiatives for unmanaged partners, partner-sourced leads generation and awareness).

  • Customize playbook in each region and by vertical and ensure necessary consistency to the global playbook.

  • Collect and analyze data by product, use case, region and other key metrics and develop new growth and sales initiatives for testing by Channel Partnerships team.

  • Understand opportunities, product/GTM requirements, gaps etc and collaborate with internal stakeholders, including partnerships, sales, marketing, product development, and executive leadership, to deliver partnership initiatives that are aligned with company goals.

  • Monitor and evaluate partnership performance against established KPIs, identifying areas for improvement and optimization.

  • Stay abreast of industry trends, market dynamics, and competitor activities to inform partnership strategies and tactics.

  • Support regional channel partnerships team to negotiate partnership agreements and key commercial terms, ensuring alignment of interests and clear expectations.

  • Support the product team to define the product roadmap, key requirements and success metrics.

Who you are:

We're looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

  • Bachelor’s degree in business, marketing or related field. MBA or advanced degree not a must but considered to be a plus.

  • 7-8 years of experience in GTM strategy, Product strategy/management, business development, and related roles within fintech/technology. Candidates with less working experience will be considered for Manager.

  • Strong negotiation, communication, and interpersonal skills with the ability to build rapport and influence stakeholders at all levels.

  • Excellent organizational and project management skills with the ability to prioritize and manage multiple initiatives simultaneously.

  • Strategic thinker who can analyze complex issues, develop actionable insights, and drive results.

  • Entrepreneurial mindset with a passion for innovation and driving change.

Preferred qualifications:

  • Knowledge of the fintech ecosystem players and/or previous experience in driving partnerships.

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.

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