Senior Manager, GTM Solutions Architecture, Americas

About the role

This leadership position is dedicated to architecting sophisticated commercial strategies and go-to-market frameworks tailored for Airwallex's most significant enterprise-level partnerships across the Americas. You will serve as the primary bridge between complex client requirements and our internal product roadmap, ensuring that our platform capabilities are perfectly aligned with the evolving needs of global businesses. By leading high-impact, cross-functional engagements, you will play a pivotal role in accelerating revenue growth while providing critical market intelligence that shapes the future direction of our financial technology solutions.

Key facts

What you'll do

• Architect comprehensive win themes, detailed stakeholder mapping, and strategic executive alignment plans for high-stakes enterprise sales cycles.
• Orchestrate the end-to-end pursuit narrative, emphasizing our unique value proposition and commercial flexibility while directing technical inputs from the broader Solutions Architecture team.
• Design sophisticated financial models, including ROI and TCO analyses, while structuring complex pricing frameworks - such as usage-based, SaaS-centric, or hybrid models - in partnership with legal and risk departments.
• Partner closely with Solutions Architects to validate high-level solution feasibility, establishing clear phase-based implementation plans and robust risk mitigation strategies.
• Spearhead C-suite level engagements, including executive workshops and proof-of-concept demonstrations, to foster long-term trust with both business leaders and technical decision-makers.
• Author and maintain an extensive library of sales enablement assets, including competitive battlecards, strategic playbooks, and industry-specific white papers to empower Enterprise Account Executives.
• Act as the voice of the customer by synthesizing complex enterprise requirements and emerging market trends into actionable product roadmaps and prioritization for the Product organization.
• Govern the entire sales process by overseeing stage gates, managing resource allocation, and defining precise success criteria for seamless delivery handoffs.
• Track and optimize performance metrics, including win rates, sales cycle duration, Annual Contract Value (ACV), gross profit margins, and multi-product attach rates to continuously refine go-to-market tactics.
• Facilitate cross-departmental collaboration to ensure that technical solution designs remain compliant with regional regulatory standards and internal risk appetites.

Requirements

• A Bachelor's degree in a STEM-related discipline, supported by a record of strong academic achievement.
• A minimum of 8 years of professional experience operating within enterprise go-to-market strategy, high-level pre-sales consulting, or product-focused strategy roles.
• Demonstrated success in navigating complex organizational hierarchies, building enduring relationships with executive decision-makers, and establishing immediate professional credibility.
• Deep technical proficiency in the payments ecosystem, specifically regarding acquiring, card issuing, digital wallets, treasury management, and foreign exchange (FX) architectures.
• Ability to articulate technical architectural fit to both non-technical business stakeholders and highly technical engineering teams.
• Exceptional communication skills, with the ability to distill complex financial and technical concepts into clear, persuasive business cases.

Nice to have

• Prior professional experience within the global payments industry or the broader financial services sector.
• Hands-on background in product solution development, either through internal product management roles or external management consulting engagements.
• A proactive mindset characterized by a strong desire for continuous learning and the rapid acquisition of new domain knowledge.
• Proven capability to thrive in ambiguous environments, independently defining customer solutions where clear precedents may not exist.
• A creative, strategic problem-solving approach that identifies potential roadblocks early and maintains a constructive, solution-oriented outlook.

Skills & tools

• Financial Modeling (ROI/TCO)
• Enterprise Sales Strategy
• Cross-functional Project Management
• Payments Architecture (Acquiring, Issuing, FX)
• Executive Presentation & Storytelling
• Strategic Planning & Market Analysis

Practical notes

• This position operates on a hybrid work model, requiring presence in the San Francisco office.
• Airwallex maintains a strict security policy: the company will never request bank details or sensitive identification numbers during the initial application or interview stages.
• All official correspondence regarding your application will originate exclusively from an @airwallex.com email address; please remain vigilant against fraudulent communications.
• Airwallex is an equal opportunity employer and is deeply committed to fostering a diverse, inclusive, and equitable workplace for all employees.