Director, Revenue Strategy & Operations, ANZ

Airwallex
Sydney
Workplace: OnsiteFull timeFunction: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Leadership","Communication","Analytical thinking","Stakeholder management"]

Lead and define the go-to-market strategy for the ANZ region, aligning all revenue-generating teams and owning end-to-end planning cycles, incentive design, and territory management. Manage forecasting, performance analysis, pricing and product mix, and GTM tooling, collaborating with Global Revenue Operations, Sales, and Finance from Sydney as the regional owner of Revenue Strategy & Operations.

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Airwallex
Airwallex
4 months ago

Director, Revenue Strategy & Operations, ANZ

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Last checked: 3 hours agoStatus: Live

Job Summary

Lead and define the go-to-market strategy for the ANZ region, aligning all revenue-generating teams and owning end-to-end planning cycles, incentive design, and territory management. Manage forecasting, performance analysis, pricing and product mix, and GTM tooling, collaborating with Global Revenue Operations, Sales, and Finance from Sydney as the regional owner of Revenue Strategy & Operations.
Location: Sydney
Workplace: Onsite
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Director level

Key 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.

Key Requirements

  • •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.
Experience:10+ yearsFintechSoftwareB2BPayments
Skills:LeadershipCommunicationAnalytical thinkingStakeholder management
Tech Stack:SalesforceLookerExcel

Company Brief

Airwallex
Airwallex is a global payments and financial platform that provides business accounts, cross-border payments, treasury, corporate cards, and embedded finance APIs to help companies manage global financial operations and scale internationally.
Industry: Fintech Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: Singapore, Singapore
Founded: 2015
Glassdoor
Glassdoor: 3.7
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