Senior Manager, Deal Strategy & Monetization, Revenue Operations

Airwallex • San Francisco, CA

11d

About The Position

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. 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 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. Reporting to our Global Head of Strategy and Operations, the Deal Desk is responsible for ensuring profitable deal structures and aligning pricing with broader business objectives. This lead for the Americas team will empower our sales team to be successful by providing the frameworks and guidance needed to close complex deals efficiently. This position is based in San Francisco or New York.

Requirements

• Bachelor's degree in Business, Finance, Economics, or related field
• 5+ years of experience in Strategy, Deal Desk, Sales Operations, or a similar strategic finance role, with a strong understanding on pricing, commercial strategy and governance.
• Proven experience developing and implementing scalable deal frameworks, pricing policies, and approval processes.
• Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations.
• Strong business acumen and understanding of SaaS business models, go-to-market strategies, and revenue recognition principles.
• Excellent communication and interpersonal skills, with the ability to influence and build consensus with stakeholders at all levels of the organization.
• A proactive and strategic thinker who can anticipate business needs and build for future scale.

Nice To Haves

• Payments or complex SaaS deal strategy experience

Responsibilities

• Strategy & Frameworks: Develop and own the deal governance and monetization framework, including pricing policies, discount policies, and approval hierarchies. Ensure these are clearly communicated and understood across the organization.
• Commercial Insights: Partner with Finance and Sales Operations to analyze deal trends, win/loss rates, and pricing performance. Use these insights to recommend improvements to our pricing and packaging strategies.
• Deal Structure Guidance: Act as a trusted advisor to Sales leadership and Account Executives on complex, non-standard deals. Provide strategic guidance on deal structures, pricing, and commercial terms to balance customer needs with company objectives.
• Enablement & Governance: Develop and deliver training to the sales organization on our pricing, deal desk processes, and negotiation best practices. Ensure adherence to company policies and maintain deal desk integrity.
• Monetization Initiatives: Collaborate with Product Marketing and Product Management to influence and implement new pricing models and product packaging that align with market demands and company goals.
• Cross-Functional Stakeholder: Serve as a key liaison between Sales, Finance, Legal, and Product teams to ensure alignment on commercial strategies and processes.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees