Senior Manager, Strategy & Operations

Airwallex (UK) Limited

Job Overview

Location

US - San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• As a Senior Manager, Strategy & Operations at Airwallex, you will play a critical role in scaling the company’s global growth by designing and executing partnership strategies that transform early customer traction into sustainable, repeatable revenue streams. This role sits at the intersection of strategy, operations, and go-to-market execution, where you will directly influence how Airwallex partners with accounting firms, VC/PE networks, fintech ecosystems, and enterprise customers to expand its unified payments and financial platform.
• You will be a hands-on leader responsible for owning the full lifecycle of partnership development — from sourcing and negotiating agreements with senior stakeholders like CFOs and finance leaders, to building scalable operational systems that enable seamless customer onboarding, activation, and long-term value realization. Your work will translate market and partner feedback into actionable product insights, ensuring Airwallex’s platform evolves to meet the real-world needs of global businesses.
• You will join a high-impact Strategy & Operations team within Airwallex’s San Francisco office, a collaborative group of analysts, strategists, and operational experts who leverage data-driven problem-solving to optimize processes, identify growth levers, and ensure the company operates efficiently at scale. This team is central to translating Airwallex’s ambitious vision into executable plans across product, commercial, and operational domains.
• In this role, you will develop deep expertise in scaling B2B SaaS and fintech go-to-market motions, particularly in partnership-led growth models. You will sharpen your ability to operate at the intersection of product, sales, and finance while building repeatable systems that drive measurable revenue impact — positioning yourself as a strategic operator capable of leading high-growth initiatives in complex, regulated industries.
• [What the person will do day to day]
• 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 — identifying high-potential partners, aligning incentives, and structuring deals that drive mutual growth.
• Source, negotiate, and close partnership agreements, owning the full lifecycle from initial outreach and executive meetings through contract finalization, measurable revenue impact tracking, and ongoing performance management to ensure long-term partner success and retention.
• Build a repeatable, data-driven channel playbook that compounds over time, including defining ideal partner profiles (ICP), establishing qualification criteria, designing incentive structures, creating partner enablement materials, implementing reporting frameworks, and streamlining onboarding processes for scalability.
• Design and implement operational systems that scale customer acquisition from initial onboarding to hundreds of active users, including optimizing onboarding and activation workflows, running pricing and packaging experiments, documenting processes, and developing internal tooling to reduce friction and time-to-value.
• Own customer onboarding end to end, working directly with CFOs and finance leaders to understand their financial workflows, tailor implementation plans, ensure smooth integration with existing systems, and drive rapid adoption and value realization.
• Translate customer and partner feedback into clear product insights and requirements for engineering and product teams, helping shape the roadmap around onboarding experiences, third-party integrations, and core platform functionality to better serve enterprise finance teams.
• Hire, lead, and develop the operations and partnerships function over time, establishing operating rhythms, key performance metrics, execution standards, and talent development practices as the team scales in complexity and scope.
• [About the team or company]
• Airwallex is a unified global payments and financial platform serving over 200,000 businesses worldwide, including high-growth tech companies like Brex, Rippling, Navan, Qantas, and SHEIN, enabling them to manage accounts, payments, spend, treasury, and embedded finance at scale through proprietary infrastructure and software.
• Founded in Melbourne and backed by top-tier investors including T. Rowe Price, Visa, Mastercard, Sequoia, Salesforce Ventures, and DST Global, Airwallex is valued at US$8 billion and operates across 26 global offices with a team of over 2,000 innovators committed to building the future of global banking through ambition, ownership, and first-principles thinking.
• [What the person can learn or achieve in this role]
• Master the art of building and scaling partnership-led growth engines in regulated fintech environments, gaining end-to-end experience in channel strategy, deal structuring, partner enablement, and performance optimization that drives measurable ARR impact.
• Develop executive-level influence and cross-functional leadership skills by working closely with CFOs, finance leaders, product, engineering, and sales teams to align commercial strategy with product evolution and operational excellence in a high-growth, mission-driven company.

🎯 Requirements

• 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; ability to translate between technical and non-technical audiences without needing to code.
• Strong bias to action, with a track record of running fast, scrappy tests and shipping impact rather than over-analyzing or optimizing slide decks.
• Excellent communication and stakeholder management skills, with proven ability to collaborate across product, engineering, sales, and marketing to drive outcomes.

🏖️ Benefits

• Competitive compensation package including base salary and equity participation in a US$8-valued company backed by Tier 1 investors.
• Opportunity to work on mission-critical initiatives that directly impact Airwallex’s global expansion and product innovation in the payments and financial technology space.
• Access to a global network of over 2,000 talented professionals across 26 offices, fostering collaboration and learning from diverse perspectives in tech, finance, and operations.
• Exposure to cutting-edge AI and infrastructure technologies shaping the future of finance, with encouragement to leverage AI to work smarter and solve complex problems faster.
• Inclusive, equal-opportunity workplace culture that values merit, diversity, and psychological safety, with clear policies against recruitment fraud and support for accommodations.
• Hybrid work model based in San Francisco with primary in-person collaboration, enabling strong team cohesion while offering flexibility.

Skills & Technologies

Senior

Onsite

Degree Required

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Airwallex (UK) Limited

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About Airwallex (UK) Limited

Airwallex is a global financial technology company providing cross-border payment and banking infrastructure for businesses. It offers multi-currency accounts, foreign exchange, card issuing, expense management, and embedded finance APIs. Founded in Melbourne in 2015, the company serves enterprises and SMEs across Asia-Pacific, Europe, and the Americas, operating under licenses in multiple jurisdictions and processing billions in annualized transaction volume.

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