Head of Revenue Strategy

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.

Role Summary:

Reporting to the Group Chief Revenue Officer (CRO), the Head of Revenue Strategy will be responsible for developing and driving the implementation of global revenue growth and go-to-market initiatives, as well as long-range strategic plans for our SME and Enterprise business units across both FinOS & Airwallex for Platform propositions.

You will be leading a group of highly efficient Global Revenue Strategy team, collaborating closely with various teams, including regional General Managers and regional commercial teams across sales, partnerships, marketing, account management, revenue strategy & operations and other global divisions across data, revenue operations, product, operations, and finance to help the regional commercial teams optimize revenue streams, scale commercial team efficiency, drive profitability, and achieve ambitious business goals.

Key Responsibilities:

Strategic forecasting & planning, analysis, insights generation

• Develop and execute revenue strategies aligned with the company's objectives, focusing on driving top-line growth across all markets.
• Develop revenue forecasts and financial models to support business planning, budgeting, and decision-making processes.
• Utilize internal and external data-driven insights to forecast revenue trends, identify growth opportunities, and inform strategic decision-making processes.
• Work closely with the regional commercial team to establish region-level KPIs and performance metrics to measure the effectiveness of revenue strategies, continuously monitor performance, and iterate on approaches to optimize results.

Product go-to-market

• Work closely with the Product & Product Strategy team to develop comprehensive go-to-market strategies and action plans (segmentation and prioritization of accounts across teams, incentive plans, KPI targets, collaboration, and attribution models) for new products and features across FinOS (Financial Operating System) and Airwallex for Platform, ensuring alignment with overall revenue objectives.
• Define and test new GTM models and motions for customer acquisition and product adoption (e.g., ecosystem opportunities, self-serve initiatives, and awareness). Lead cross-functional collaboration with product, product marketing, and dedicated sales teams to execute successful product launches, drive rapid market adoption, and establish a scalable feedback loop to iterate quickly.
• Scale learnings and work closely with the regional Revenue Strategy & Operations team to customize sales playbooks in each region and by vertical and ensure consistency to the global playbook.
• Champion the integration of developing products into Airwallex's ecosystem, leveraging deep industry expertise to maximize their impact and scalability.

Monetisation strategy

• Lead pricing analysis and work closely with the Global Revenue Operations Deal Strategy & Monetisation team to develop pricing models that align with market demand, competitive landscape, and company objectives.
• Identify and capitalize on new monetization opportunities through innovative product offerings, partnerships, and business models.

Team management

• Build and mentor a high-performing global revenue strategy team, providing guidance, support, and development opportunities to drive individual and collective success.
• Work closely with regional commercial teams to understand market dynamics, localize strategies, and drive the successful execution of revenue initiatives.

Qualifications:

• Bachelor's degree in Business, Finance, Economics, or related field; MBA preferred.
• 10+ years of experience and proven track record of success in revenue strategy, pricing, or related roles within the Fintech industry.
• Strong analytical skills with experience in financial modeling, data analysis, and market research.
• Excellent strategic thinking and problem-solving abilities, focusing on driving business results.
• Strong leadership and communication skills, with the ability to influence and collaborate effectively across cross-functional teams.
• Experience working in a global or multi-regional environment is preferred.

Who you are:

You are a strategic thinker passionate about driving revenue growth and optimizing business performance. You thrive in a fast-paced and dynamic environment where you can leverage your analytical skills and business acumen to make impactful decisions. You are a collaborative leader who builds strong relationships and drives alignment across diverse teams. You are excited about the opportunity to shape the future of payments and fintech through innovative revenue strategies and solutions.

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.

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.