Senior Associate, Revenue Operations

Job description

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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, 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. ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. ABOUT THE TEAM 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. WHAT YOU'LL DO As a Senior Associate, Revenue Operations, you will serve as a generalist on the Revenue Operations team, working across all segments of our rapidly growing US and Americas business. You will partner with sales leadership to optimize territory management, identify and close process gaps, own the tools and reporting that power our go-to-market engine, and take on strategic projects that drive measurable commercial impact. This is a high-visibility role where you will balance multiple initiatives, thrive in uncertainty, and ruthlessly prioritize to deliver maximum value for the commercial organization. You will work closely with global and regional Revenue Operations to bring global standards to life while tailoring them to the needs of North America. This role is based in San Francisco, California. Responsibilities: - Territory Management: Work closely with sales leadership to build, maximize, and align high-quality accounts for sales, including support for customer segmentation and verticalization efforts. - Process Improvement: Identify process gaps across the revenue funnel and take ownership to execute solutions that increase the efficiency and effectiveness of the commercial team. Drive adoption of new processes through clear documentation, training, and feedback loops. - Tools and Reporting: Own the existing tools, systems, reporting, and metrics that support GTM objectives (e.g., Salesforce, Outreach, Zoominfo, BI/Looker dashboards). Identify gaps and implement improvements to ensure data quality, governance, and actionable insights for leadership. - Problem Solving: Investigate and structure data to highlight business opportunities, monitor GTM performance, and support decision-making by leadership. Deliver pipeline analytics and trend insights to inform go-to-market decisions. - Strategic Projects: Work on cross-functional strategic projects in partnership with sales leadership and other stakeholders, such as supporting RFP responses, building sales decks for key customer pitches, and contributing to QBR preparation. - Cross-Functional Collaboration: Partner closely with Sales, Marketing, Account Management, Partnerships, Finance, and Product teams to define KPIs, build reporting and dashboards, and run analyses that inform performance improvements. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - 2 to 6 years of experience in revenue operations, sales operations, or a related analytical role supporting B2B go-to-market teams. - Experience using Excel and BI tools (Looker a plus). - Salesforce experience (Admin preferred, not required). - Strong analytical, strategic thinking, and problem-solving skills with the ability to synthesize and communicate findings in a simple but effective manner. - Excellent English written, verbal, and presentation skills. - Bachelor's degree or equivalent practical experience. Preferred qualifications: - Experience in fintech, payments, financial services, or B2B SaaS, particularly in a startup, high-growth, or hyper-growth environment. - Familiarity with the commercial sales stack, including tools such as Outreach, Zoominfo, LinkedIn Sales Navigator, and Chorus. - Demonstrated ability to build and improve processes in high-growth or zero-to-one environments, with strong organizational and project management skills. - Comfort working across time zones and cultures, and collaborating with global teams in a fast-paced, dynamic environment. An entrepreneurial and resilient mindset with a bias for action and accountability for delivering key outcomes. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. 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. 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.