Senior Manager, Strategy & Operations

7+ years of experience in strategy, operations, go-to-market, or business development in high-growth environments such as fintech, B2B SaaS, or technology-driven companies.

Demonstrated ability to design and run go-to-market experiments, including pricing models, market sizing, and competitive analysis that inform commercial strategy.

Proven experience working directly with senior external stakeholders such as CFOs, finance leaders, or VC / PE partners, with strong executive presence in high-stakes conversations.

Comfort working with technical products and data; you do not need to code, but you are curious about how AI and finance systems work and can translate between technical and non-technical audiences.

Hands-on experience building or scaling partnership channels (for example with accounting firms, VC/PE ecosystems, or technology platforms) from zero to a repeatable playbook.

Prior ownership of customer onboarding or post-sale operations for complex, technical products sold to finance or enterprise stakeholders.

You will be a senior, hands-on leader driving both partnerships and go-to-market operations, helping take the business from early customers to scaled, repeatable growth.

You will design and execute our partnerships strategy, build the operating systems and tooling that underpin customer growth, and translate market feedback into product and commercial decisions.

Define and execute the end-to-end partnerships strategy across accounting firms, VC portfolio networks, PE firms, fintech app ecosystems, and Airwallex’s existing customer base as a distribution channel.

Source, negotiate, and close partnership agreements, owning the full lifecycle from first meeting through to measurable revenue impact and ongoing performance management.

Build a repeatable, data-driven channel playbook that compounds over time, including ICP definition, qualification criteria, incentives, enablement, reporting, and partner onboarding processes.

Design and implement operational systems that scale us from initial customers to hundreds, including onboarding and activation workflows, pricing and packaging experiments, process documentation, and internal tooling.

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.

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 200,000 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, 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.