Manager, Deal Desk and Monetisation, APAC

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 250000 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 2300 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 youre ready to do the most ambitious work of your career join us.

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 youre motivated by our mission and operating principles. You move fast with good judgment dig deep with curiosity and make decisions from first principles balancing speed and rigor.

Youre humble and collaborative; turn zerotoone ideas into real products and you get stuff done end-to-end. You use AI to work smarter and solve problems faster. Here youll tackle complex highvisibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you lets build whats next.

About the team

The Strategy & Operations team at Airwallex plays a pivotal role in driving the companys overall growth and efficiency. We are a collaborative group of analysts strategists and operational experts 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 youll do

Reporting to the Associate Director Deal Desk & Monetisation this team crafts and governs the commercial strategy ensuring profitable deal structures and aligning pricing with broader business objectives. They empower sales teams by providing the frameworks and guidance needed to close complex deals efficiently.

• Strategy & Frameworks: Develop and own the deal governance and monetization framework including pricing policies discount policies and approval hierarchies. Ensure these are clearly communicated and understood across the organization.

• Commercial Insights: Partner with Finance and Sales Operations to analyze deal trends win/loss rates and pricing performance. Use these insights to recommend improvements to our pricing and packaging strategies.

• Deal Structure Guidance: Act as a trusted advisor to Sales leadership and Account Executives on complex non-standard deals. Provide strategic guidance on deal structures pricing and commercial terms to balance customer needs with company objectives.

• Enablement & Governance: Develop and deliver training to the sales organization on our pricing deal desk processes and negotiation best practices. Ensure adherence to company policies and maintain deal desk integrity.

• Monetization Initiatives: Collaborate with Product Marketing and Product Management to influence and implement new pricing models and product packaging that align with market demands and company goals.

• Cross-Functional Stakeholder: Serve as a key liaison between Sales Finance Legal and Product teams to ensure alignment on commercial strategies and processes.

Who are you

• Bachelors degree in Business Finance Economics or related field; MBA preferred.

• 5 years of experience in Strategy Deal Desk Sales Operations or a similar strategic finance role with a strong understanding on pricing commercial strategy and governance.

• Proven experience developing and implementing scalable deal frameworks pricing policies and approval processes.

• Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations.

• Strong business acumen and understanding of SaaS business models go-to-market strategies and revenue recognition principles.

• Excellent communication and interpersonal skills with the ability to influence and build consensus with stakeholders at all levels of the organization.

• A proactive and strategic thinker who can anticipate business needs and build for future scale.

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 @ email address. Please apply only through 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.

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 dont 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.

Required Experience:

Manager