Senior Associate, Revenue Operations

About the role

You will own the end-to-end revenue operations lifecycle for Airwallex's US and Americas commercial business, acting as a generalist partner to sales leadership. You will design, implement, and optimize the processes, tools, and metrics that power our go-to-market engine from first contact to cash collection. This role demands founder-like energy to turn ambiguous problems into structured initiatives and deliver measurable commercial outcomes at scale. You will leverage data and first principles to drive decisions, balancing speed and rigor while collaborating across a distributed, cross-functional team. You will use AI and automation to work smarter, remove friction from workflows, and amplify the impact of every salesperson and stakeholder. Ultimately, you will be responsible for ensuring that our revenue operations platform is fast, reliable, and aligned with the strategic priorities of the business.

Key facts

What you'll do

• Partner with sales leadership to design and optimize the US territory structure, ensuring alignment with market potential, customer segmentation, and verticalization priorities.
• Analyze the end-to-end revenue funnel to identify bottlenecks, misalignments, and inefficiencies, then own the execution of targeted process improvements.
• Document and standardize core revenue processes, creating clear playbooks, workflows, and training materials to drive consistent adoption across teams.
• Own the configuration, maintenance, and evolution of critical revenue tools such as Salesforce, Outreach, and Zoominfo to ensure accuracy, scalability, and usability.
• Build and maintain robust reporting and dashboards in BI tools like Looker, translating raw data into actionable insights for leadership.
• Monitor key revenue metrics and pipeline health, investigating variances and providing trend analysis to guide strategic and tactical decisions.
• Lead strategic projects with cross-functional stakeholders, including supporting RFP responses, building sales decks, and contributing to QBR preparation.
• Collaborate with Marketing, Product, Finance, and Customer Success to define KPIs, align metrics, and run analyses that surface opportunities and risks.
• Act as the primary point of contact for global and regional Revenue Operations, translating global standards into locally relevant implementations for North America.
• Use data and experimentation to test hypotheses around GTM performance, helping the commercial team prioritize investments and initiatives.

Requirements

You must meet the following minimum qualifications to be considered for this role. No exceptions can be made for candidates who do not satisfy these criteria. You must have 2 to 6 years of experience in revenue operations, sales operations, or a related analytical role supporting B2B go-to-market teams. You must have hands-on experience using Excel for complex analysis, modeling, and data manipulation. You must be proficient in BI tools, with Looker experience being a significant advantage. You must have demonstrated experience working with Salesforce, including configuration, reporting, and dashboarding. You must have a strong understanding of SaaS metrics, revenue workflows, and the fundamentals of CRM and CPQ systems. You must be comfortable working in a fast-paced, ambiguous environment where priorities shift frequently. You must be highly organized, with excellent attention to detail and the ability to manage multiple competing deadlines. You must communicate clearly and persuasively, both in writing and verbally, to influence stakeholders at all levels. You must be a collaborative team player who actively seeks input, gives constructive feedback, and learns from diverse perspectives.

Nice to have

Experience working in the financial services or fintech industry is preferred. Prior experience with additional sales and marketing technologies such as Outreach, Zoominfo, and HubSpot is valued. Familiarity with SQL or scripting for data analysis is a strong advantage. Experience supporting complex RFP processes and sales engineering collaboration is appreciated. Background in developing sales playbooks, enablement content, and training materials is a preferred qualification.

Practical notes

This role is based in San Francisco, California, and requires authorization to work in the United States. Airwallex is an equal opportunity employer and welcomes applicants from diverse backgrounds. Only candidates who meet the stated requirements will be contacted for the next steps.