Director, Revenue Strategy & Operations, ANZ

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 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 2,200 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. ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. About the team The Strategy & Operations team sits at the centre of the company’s growth, efficiency, and operational excellence. We are a collaborative group of strategists and operators who translate vision into action, leveraging data insights and business acumen to optimise processes, identify growth opportunities, and ensure the business operates effectively at scale. What you'll do Reporting to the Head of ANZ, you will define and deliver our go-to-market strategy for the region. You will be responsible for aligning all our revenue-generating teams, defining their targets and quotas, reporting on achievement, and identifying levers to improve performance. You will work closely with teams across ANZ to support execution and with our Global Revenue Operations and Revenue Strategy teams on broader strategic initiatives and tooling. This role is based in Sydney. Responsibilities: - Lead a team of Revenue Strategy & Operations professionals, setting a high bar for analytical rigor, commercial impact, and cross-functional collaboration. - Own end-to-end planning cycles for the region, including target setting, development of incentive plans, and territory management across SME & Growth and Enterprise, from initial design through communication and day-to-day operation. - Drive analysis of go-to-market performance, including regular forums such as QBRs and weekly revenue calls, as well as ad hoc deep dives, to surface insights on pipeline, productivity, pricing, and product mix and identify clear actions to improve performance. - Own the regional revenue forecasting model and methodology, partnering with Sales, Finance, and Global Revenue Operations to strengthen forecast accuracy, pipeline hygiene, and alignment between forecast and actuals. - Lead cross-functional initiatives that improve productivity and commercial performance, including pricing and packaging, new product and vertical launches, and back-book growth programs across the existing customer base. - Act as regional owner of our GTM tooling, including Salesforce and associated territory, account, and lead management for customer-facing teams, and partner with Global Revenue Operations and Growth & Revenue Systems on roadmap, data quality, and user adoption. 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 experience, with a proven track record of leadership in a top-tier strategy consultancy (MBB preferred) or a high-growth environment. - Extensive experience defining and executing sales led go to market strategies in high growth B2B environments, ideally in fintech or software, covering segmentation, coverage models, target setting and incentive design. - Proven track record in revenue operations, sales operations or strategy and operations roles, with hands on ownership of planning cycles, forecasting and commercial performance management for scaled sales organisations. - Robust analytical skills and experience working directly with data to build models, diagnose issues and generate insights, with strong proficiency in Salesforce, Looker (or similar BI tools) and Excel. - Ability to think strategically across multiple markets and segments while also driving disciplined execution in the short term; you are comfortable zooming from high level strategy into process, tooling and operating cadence details. - Intellectual curiosity and commercial acumen, with the desire to deeply understand our products, customers and the drivers of business performance in ANZ. - Strong written and verbal communication skills, with the ability to simplify complex topics, tell a clear story with data and influence senior stakeholders across functions and regions. Preferred qualifications: - Experience leading and developing high performing Revenue Strategy & Operations or Revenue Operations teams, including hiring, coaching and building career pathways. - Background in top tier management consulting or equivalent strategy roles combined with in house operating experience in high growth B2B technology or fintech companies. - Prior ownership of regional revenue strategy and operations or revenue operations for ANZ or similar markets, including close partnership with global RevOps / Rev Strategy and product GTM teams. - Familiarity with Airwallex like product domains such as payments, business accounts, FX, cards and spend management, and how these are sold into SME and Enterprise segments. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To 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 http://airwallex.com email address. Please apply only through careers.airwallex.com http://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 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.