Director, Revenue Strategy & Operations, ANZ

About this role

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…