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 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

Reporting to the Head of Revenue Strategy & Operations, 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.

• Team Leadership: Manage and develop a team of Deal Desk professionals, including performance management, coaching, and career development.
• Strategic Direction: Own the commercial strategy and monetization framework. Partner with executive leadership to define and implement pricing, packaging, and discount policies.
• Deal Governance: Establish and maintain deal approval hierarchies and policies. Ensure consistent application of commercial terms and adherence to company profitability standards.
• Cross-Functional Collaboration: Serve as the primary Deal Desk representative for C-level and VP-level stakeholders across Sales, Finance, Legal, and Product. Advise on deal structuring and commercial terms.
• Process Improvement: Drive continuous improvement of Deal Desk processes and systems, defining the roadmap for automation and efficiency gains.
• Commercial Analytics: Direct the analysis of deal trends and pricing performance. Use these insights to provide data-driven recommendations for strategic commercial initiatives.

Who are you

• Bachelor's degree in Business, Finance, Economics, or related field; MBA preferred.
• 10+ years of experience in Deal Desk and Consulting within a SaaS organization.
• Demonstrated expertise in commercial strategy, pricing, and monetization frameworks.
• Proven ability to influence and collaborate with senior executives.
• Strong analytical skills with a focus on data-driven decision-making.
• 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.