Senior Manager, Strategy & Operations

Airwallex • San Francisco, CA

2d • Onsite

About The Position

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 who are 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.
You will be a senior, hands-on leader driving both partnerships and go-to-market operations, helping take the business from early customers to scaled, repeatable growth. You will design and execute our partnerships strategy, build the operating systems and tooling that underpin customer growth, and translate market feedback into product and commercial decisions.
This role is based in San Francisco and is primarily in-person.

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; you do not need to code, but you are curious about how AI and finance systems work and can translate between technical and non-technical audiences.
• Strong bias to action, with a track record of running fast, scrappy tests and shipping impact, rather than optimizing slide decks or theoretical frameworks.
• Excellent communication and stakeholder management skills, with the ability to collaborate across product, engineering, sales, and marketing to drive outcomes.

Nice To Haves

• Experience at an MBB or other top-tier management consulting firm, or equivalent strategic experience in a leading technology or fintech company.
• Hands-on experience building or scaling partnership channels (for example with accounting firms, VC/PE ecosystems, or technology platforms) from zero to a repeatable playbook.
• Prior ownership of customer onboarding or post-sale operations for complex, technical products sold to finance or enterprise stakeholders.
• Familiarity with AI, data, or infrastructure products, and enthusiasm for shaping how AI and modern finance systems transform the office of the CFO.

Responsibilities

• 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.
• Source, negotiate, and close partnership agreements, owning the full lifecycle from first meeting through to measurable revenue impact and ongoing performance management.
• Build a repeatable, data-driven channel playbook that compounds over time, including ICP definition, qualification criteria, incentives, enablement, reporting, and partner onboarding processes.
• Design and implement operational systems that scale us from initial customers to hundreds, including onboarding and activation workflows, pricing and packaging experiments, process documentation, and internal tooling.
• Own customer onboarding end to end, working directly with CFOs and finance leaders to understand their workflows, ensure a smooth implementation, and shorten time-to-value.
• Translate customer and partner feedback into clear product insights and requirements for engineering, helping shape the roadmap across onboarding, integrations, and core product experience.
• Hire, lead, and develop the operations and partnerships function over time, setting the operating cadence, metrics, and standards for execution as the team scales.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed