Manager – Deal Strategy and Monetisation

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 100,000 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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 Role

As the Manager, Deal Strategy & Monetisation within Airwallex Revenue Operations you will enable our field team to price strategically, better understand our complex pricing structures and billing environment, and focus on continually improving our deal desk processes and tools. This is a great opportunity for somebody who enjoys working with field teams, is unafraid of going deep into product and pricing knowledge, and is a wizard with a Google spreadsheet.

This role will be based in London, UK.

What You Will Do:

• Serve as a trusted advisor for the field team on deal structuring, pricing strategy, product pricing, and internal billing capabilities

• Work closely with regional sales teams on pricing complex deals for strategic clients, balancing between building complex spreadsheet models and training reps to structure deals on their own

• Lead pricing and deal structuring training, serving as the local subject matter expert

• Improve and maintain internal guidelines and documentation for deal enablement

• Automate manual pricing processes to improve deal velocity, partnering with product, finance, and systems teams

• Support enterprise incentives analysis, by leading annual incentive plan reviews, quarterly commission calculations, and relevant leadership communications

• Distill complex pricing construct into key, actionable insights for commercial teams

• Reporting to a global team, this role will spend their time as follows:

  • 70% focused on regional deal structuring, pricing strategy, and deal enablement

  • 20% focused on global process improvements across deal desk initiatives and tools

  • 10% focused on incentives analysis, including annual plan assessments and quarterly commission calculations

The Ideal Candidate Will:

• Have strong analytical, strategic thinking and problem-solving skills

• Have strong spreadsheet modelling skills

• Be a demonstrated partner with sales teams and other cross-functional departments

• Be able to synthesise and communicate in a simple but effective manner

• Be highly organised with strong attention to detail

• Thrive in fast-paced

• and hyper-growth environment

• Be success-oriented and hold yourself accountable for delivering key outcomes

• Be able to work collaboratively with people at all levels and across functions and cultures

• Have a basic understanding of revenue recognition rules

• Have Salesforce experience (preferred but not required)

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

Airwallex does not accept unsolicited resumes from search firms/recruiters.  Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s).  Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.