Senior Manager, GTM Solutions Architecture, Americas

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.

As an Enterprise Strategy & GTM Solutions Architect within the Global Revenue Strategy team, you will help drive the commercial strategy and GTM for our most strategic enterprise pursuits. Partner with the Enterprise Lead, AEs, and Solution Architects to shape the win plan, align our platform to customer needs, and execute high-impact pursuits - from discovery through contracting - while informing product strategy with market insight.

- Define win themes, stakeholder maps, and executive alignment for complex, multi-threaded pursuits.

- Own the pursuit narrative, differentiation, and commercial terms; coordinate Solution Architects for technical sections and validations.

- Build ROI/TCO, pricing architectures (usage/SaaS/hybrid), and commercial constructs; partner with Deal Desk, Legal, and Risk.

- Co-develop high-level solution scope with Solution Architects; confirm feasibility, phase plans, and risks/mitigations to ensure customer outcomes.

- Lead C-suite briefings, POVs, and workshops; establish trusted relationships with business and technical stakeholders.

- Produce playbooks, battlecards, competitor tear-downs, and vertical white papers; enable Enterprise AEs and regions.

- Synthesize enterprise requirements and market trends; translate into clear use cases and prioritization for Product.

- Run stage gates, resourcing, timelines, and handoff to delivery with clear success criteria and SOW quality.

- Track win rate, cycle time, ACV/GP, multi-product attach, and pipeline influenced; iterate plays based on results.

We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

- Bachelor's degree in a STEM discipline, with strong academic achievements

- 8+ years in enterprise GTM/strategy, pre-sales consulting, or product strategy

- Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels

- Technical fluency (not a pure Solution Architect): Acquiring, issuing, wallets/treasury/FX; comfortable engaging at an architectural level to ensure solution fit

- Knowledge of the payments domain / financial services will be advantageous

- At some point in your career you will have been hands on developing product solutions either internally or in a consulting role

- Passionate about learning and actively seeks out knowledge

- Ability to work independently and confidently to develop a path forward with customers under ambiguous circumstances.

- Strategic and creative thinker who can proactively identify challenges and maintain a positive approach when facing difficult obstacles.