Director, Product Strategy Payments

📍 Job Overview

Job Title: Director, Product Strategy Payments

Company: Airwallex

Location: Singapore, Singapore

Job Type: Full-Time

Category: Product Strategy & GTM Operations

Date Posted: June 04, 2026

Experience Level: 10+ Years

Remote Status: On-site

🚀 Role Summary

• Drive the strategic vision and commercialization of Airwallex's global payments offering, impacting revenue growth and market penetration.

• Own the P&L for the Payments division, necessitating a deep understanding of financial operations, unit economics, and revenue forecasting.

• Develop and execute end-to-end Go-To-Market (GTM) strategies, requiring close alignment with sales operations, marketing, and partnerships teams.

• Act as a central liaison across Product, Engineering, Sales, Marketing, Finance, and Operations to ensure cohesive strategy execution and product launches.

• Leverage data-driven insights and customer feedback to shape product roadmaps and investment priorities, bridging the gap between technical capabilities and commercial viability.

📝 Enhancement Note: This role, while titled "Director, Product Strategy Payments," has significant overlap with Revenue Operations and GTM Operations due to its P&L ownership, GTM strategy development, and cross-functional operational alignment responsibilities. The focus on "Payments" within fintech also implies a need for deep understanding of payment flows, infrastructure, and associated operational complexities.

📈 Primary Responsibilities

• P&L Ownership & Global Strategy: Define and evolve the global strategy for Airwallex Payments, with a primary focus on driving revenue growth, increasing product adoption, and achieving long-term market penetration. This includes deep involvement in financial planning, budgeting, and performance analysis.

• Go-To-Market (GTM) & Commercialization: Lead the end-to-end GTM and commercial strategy for the Payments product suite. This encompasses strategic pricing, packaging, market segmentation, region prioritization, and defining a clear competitive positioning to maximize market share.

• Customer & Market Intelligence: Serve as the primary advocate for customer needs and market dynamics. Translate customer pain points, adoption data, and competitive intelligence into actionable, structured recommendations that directly influence product roadmap priorities and strategic investment decisions.

• Product & Engineering Partnership: Collaborate closely with Product and Engineering leadership to strike a balance between capitalizing on immediate commercial opportunities and making strategic, long-term investments in platform and infrastructure development.

• Operational Scalability & Playbooks: Develop and implement scalable operating mechanisms and GTM playbooks designed to enhance conversion rates, drive customer adoption, facilitate expansion, and improve unit economics across the entire customer lifecycle for payments solutions.

• Cross-Functional Alignment: Act as a critical connective point across Product, Engineering, Marketing, Sales, Partnerships, Finance, and Operations. Ensure strategic alignment, successful product launches, and coordinated execution across diverse regions and customer segments.

📝 Enhancement Note: The responsibilities clearly indicate a need for strong operational leadership, particularly in GTM execution, financial management (P&L), and cross-functional process optimization. The emphasis on "scalable operating mechanisms" and "GTM playbooks" directly aligns with core Revenue Operations and Sales Operations functions.

🎓 Skills & Qualifications

Education: Bachelor's degree in Business, Finance, Economics, Engineering, or a related field. A Master's degree (MBA or equivalent) is a strong asset.

Experience: 10+ years of progressive experience in high-impact roles within the fintech, payments, spend management, financial infrastructure, or complex B2B SaaS sectors.

Required Skills:

• Product Strategy & Vision: Proven ability to define and articulate a compelling product vision and strategy that aligns with business objectives and market opportunities.

• P&L Management & Financial Acumen: Demonstrated success in owning and managing a P&L, with a strong understanding of financial drivers, unit economics, and revenue forecasting for payment products.

• Go-To-Market (GTM) Strategy: Expertise in developing and executing comprehensive GTM plans, including pricing, packaging, segmentation, and market entry strategies.

• Commercialization & Business Operations: Deep experience in commercializing complex financial products, driving adoption, and optimizing business operations for growth and efficiency.

• Payment Infrastructure & Technical Fluency: Foundational understanding of payment gateways, card acquiring, local payment methods, APIs, SDKs, and broader fintech infrastructure to engage credibly with engineering teams.

• Data-Driven Decision Making: Exceptional structured problem-solving skills and a robust data-driven mindset. Proficient in diagnosing bottlenecks, analyzing unit economics, and identifying growth opportunities through quantitative analysis.

• Stakeholder Management & Communication: Excellent communication, interpersonal, and stakeholder management skills. Ability to translate complex technical and product capabilities into clear commercial decisions and influence senior leaders across diverse functions.

• B2B SaaS & Fintech Domain Knowledge: Extensive experience in B2B SaaS environments, with specific expertise in the fintech and payments landscape.

Preferred Skills:

• Global Business Line Ownership: Experience leading or shaping a global or multi-region business line, encompassing product strategy, commercial strategy, and GTM execution.

• Spend Management & Financial Workflows: Familiarity with spend management, corporate cards, expense software, or related financial workflows and infrastructure.

• Enterprise Market Expansion: Experience successfully moving businesses upmarket into enterprise segments or expanding into new geographies and customer segments.

• Competitive Landscape Awareness: Knowledge of key players in the fintech and payments space, such as Ramp, Brex, Stripe, Adyen, Checkout, or Revolut.

• Entrepreneurial Mindset: A founder-like approach characterized by high ownership, urgency, comfort with ambiguity, and a bias toward action in fast-paced environments.

📝 Enhancement Note: The required experience level and specific skills in P&L ownership, GTM, and commercialization directly indicate a role that bridges product strategy with significant operational and revenue-driving responsibilities, aligning closely with senior Revenue Operations and GTM Operations professionals.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• GTM Playbook Development: Showcase examples of creating and implementing GTM playbooks that have demonstrably improved conversion rates, adoption, or expansion metrics for new products or features.

• Pricing & Packaging Strategies: Present case studies or documentation outlining the development and impact of innovative pricing and packaging strategies that drove revenue growth or market share.

• P&L Performance Analysis: Include examples of how you analyzed P&L statements for a product line, identified key performance drivers, and implemented operational changes to improve profitability.

• Cross-Functional Alignment Mechanisms: Demonstrate experience in building or refining operating mechanisms that ensure seamless collaboration and alignment between Product, Engineering, Sales, Marketing, Finance, and Operations teams.

Process Documentation:

• Product Launch & Commercialization Processes: Document the end-to-end process for launching new payment products or features, from initial strategy definition through to market rollout and ongoing performance monitoring.

• Pricing Strategy & Review: Outline the process for developing, reviewing, and iterating on pricing models, including competitive analysis and financial modeling.

• Roadmap Prioritization Frameworks: Detail frameworks used for prioritizing product roadmap initiatives based on commercial impact, customer needs, and strategic alignment.

• Performance Monitoring & Reporting: Describe the operational processes and systems used to track key performance indicators (KPIs) for payment products, including adoption, revenue, unit economics, and customer satisfaction.

📝 Enhancement Note: While not explicitly stated as a "portfolio" requirement, the emphasis on "scalable operating mechanisms," "GTM playbooks," and "end-to-end GTM and commercial strategy" strongly implies that candidates will need to demonstrate their experience in developing and executing these operational frameworks. A portfolio that showcases these capabilities would be highly beneficial.

💵 Compensation & Benefits

Salary Range:

Based on industry benchmarks for a Director-level role in Product Strategy/GTM with P&L ownership in Singapore, and considering Airwallex's valuation and funding, a competitive annual salary range is estimated between SGD 180,000 - SGD 270,000. This range can vary based on the candidate's specific experience, depth of expertise in payments and fintech, and negotiation.

Benefits:

• Comprehensive Health Insurance: Including medical, dental, and vision coverage.

• Performance-Based Bonuses: Tied to individual and company performance, likely including P&L targets.

• Stock Options/Equity: Potential for equity participation, reflecting the company's growth stage and investor backing.

• Generous Paid Time Off: Including vacation days, public holidays, and sick leave.

• Professional Development: Budget for training, conferences, and certifications relevant to product strategy, payments, and leadership.

• Retirement Savings Plan: Contributions to a provident fund or similar retirement savings scheme.

• Relocation Assistance: For candidates moving to Singapore.

• Commuting Allowance: Support for transportation costs.

• Potential for flexible work arrangements, though the role is primarily on-site. Working Hours:

The typical working hours for this role are expected to be around 40 hours per week, aligned with standard business operations in Singapore (e.g., 9:00 AM to 6:00 PM SGT, Monday to Friday). However, given the global nature of the role and P&L responsibilities, flexibility may be required to accommodate meetings and urgent issues across different time zones.

📝 Enhancement Note: The salary estimate is based on publicly available compensation data for Director-level roles in Product Management and Strategy within the fintech sector in Singapore, considering the company's significant funding and market position. Benefits are inferred from standard offerings at well-funded tech companies in major financial hubs.

🎯 Team & Company Context

🏢 Company Culture

Industry: FinTech, Financial Services, Payments, B2B SaaS. Airwallex operates at the forefront of global financial technology, providing a unified platform for businesses to manage international payments and financial operations.

Company Size: Over 2,200 employees globally. This indicates a well-established, scaling organization with significant resources and a complex operational structure.

Founded: Founded in Melbourne, Australia. The company has grown rapidly from its origins to become a global player.

Team Structure:

• The Director will operate within a matrixed structure, reporting into a senior leader (likely VP of Product or similar) overseeing Payments or broader Go-To-Market functions.

• Close collaboration with dedicated Product Management, Engineering, Sales, Marketing, Partnerships, Finance, and Operations teams is essential.

• The role requires influencing and aligning stakeholders across multiple departments and potentially regional leadership. Methodology:

• Data-Driven Strategy: Decisions are expected to be backed by rigorous data analysis, customer insights, and financial modeling.

• First Principles Thinking: Encourages problem-solving from foundational truths, as highlighted in their "Attributes We Value."

• Agile & Iterative Development: Likely employs agile methodologies for product development and iterative GTM approaches.

• Global Collaboration: Emphasis on working effectively across diverse global teams and time zones.

• AI Integration: Encourages the use of AI to enhance productivity and problem-solving.

Company Website: https://www.airwallex.com

📝 Enhancement Note: Airwallex's emphasis on "founder-like energy," "accelerated learning," and "true ownership" suggests a dynamic, results-oriented culture common in high-growth tech companies. The "operating principles" mentioned likely outline specific values around speed, judgment, curiosity, and collaboration.

📈 Career & Growth Analysis

Operations Career Level: This is a senior leadership role, operating at a Director level. It requires strategic thinking, significant operational oversight (P&L, GTM), and the ability to influence across departments. The scope is global, indicating a high level of responsibility.

Reporting Structure: The Director will likely report to a VP or SVP level executive within Product Management, Commercial Strategy, or a related GTM function. They will manage a team or lead cross-functional initiatives without direct reports, depending on the specific team structure.

Operations Impact: This role has a direct and significant impact on Airwallex's revenue and market position. Owning the Payments P&L means this position is central to the company's financial performance and strategic growth trajectory in a critical business segment.

Growth Opportunities:

• Leadership Expansion: Potential to move into VP or SVP roles overseeing larger product portfolios or broader GTM functions, potentially expanding scope beyond payments.

• Strategic Influence: Opportunity to shape the strategic direction of a major product line for a rapidly growing global fintech company.

• Deepening Domain Expertise: Further specialization in global payments, fintech infrastructure, and international financial regulations.

• Cross-Functional Leadership Development: Gaining extensive experience in leading complex, matrixed initiatives across diverse global teams.

• Entrepreneurial Environment: Opportunity to contribute significantly to building and scaling a key business unit in a fast-paced, innovative environment.

📝 Enhancement Note: The role is positioned for individuals who can drive significant business outcomes and possess the strategic acumen to influence company direction. Growth paths would typically involve broader responsibilities within product, strategy, or GTM leadership.

🌐 Work Environment

Office Type: Airwallex maintains modern office spaces designed for collaboration and productivity. The Singapore office serves as a key hub for their global operations.

Office Location(s): The role is based in Singapore, a major financial and technological hub in Asia. Specific office address details would be provided upon engagement.

Workspace Context:

• Collaborative Hub: Offices are likely equipped with meeting rooms, breakout areas, and open-plan spaces to foster interaction and teamwork.

• Technology-Enabled: Access to necessary technology infrastructure, including high-speed internet, communication tools, and potentially specialized payment systems or data analytics platforms.

• Global Connectivity: The Singapore office is part of a global network, facilitating interaction with colleagues worldwide.

Work Schedule: While the core role is on-site in Singapore, the global nature of payments and strategy may necessitate occasional travel for team meetings, client engagements, or industry events. The work schedule is generally expected to align with standard business hours, with flexibility for critical deadlines or international collaboration.

📝 Enhancement Note: The emphasis on being "on-site" suggests a preference for in-person collaboration and team synergy, crucial for strategic roles involving complex decision-making and cross-functional alignment.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A recruiter or hiring manager will review your application and potentially conduct a brief introductory call to assess basic qualifications and cultural fit.

• Hiring Manager Interview: A deep dive into your experience with product strategy, P&L management, GTM execution, and fintech/payments knowledge. Expect discussions on past successes and challenges.

• Cross-Functional Interviews: Meetings with key stakeholders from Product, Engineering, Sales, Finance, and Operations to assess collaboration skills, strategic alignment, and technical understanding.

• Case Study/Strategic Exercise: You may be asked to prepare and present a strategic analysis or GTM plan for a hypothetical scenario related to Airwallex's payments business. This will test your problem-solving, analytical, and presentation skills.

• Final Round: Potentially with a senior executive (e.g., VP/SVP) for a final assessment of strategic vision, leadership potential, and overall fit.

Portfolio Review Tips:

• Showcase GTM Playbooks: Prepare examples of GTM playbooks you've developed, highlighting their structure, key components (segmentation, messaging, channel strategy), and impact on adoption or revenue.

• Quantify P&L Impact: For any P&L-related experience, present clear metrics demonstrating revenue growth, cost optimization, or improved unit economics achieved through your strategies.

• Illustrate Strategic Decision-Making: Use case studies to show how you used data and market intelligence to make critical product strategy or commercialization decisions.

• Demonstrate Cross-Functional Collaboration: Highlight instances where you successfully aligned disparate teams towards a common goal, showcasing your communication and influence skills.

• Focus on Payments Domain: Tailor examples to showcase your understanding of the payments ecosystem, including relevant technical aspects and commercial nuances.

Challenge Preparation:

• Deep Dive into Airwallex: Thoroughly research Airwallex’s business model, payment offerings, target markets, competitors, and recent news. Understand their value proposition and strategic goals.

• Payments Industry Trends: Be prepared to discuss current trends in global payments, such as embedded finance, real-time payments, regulatory changes, and competition in the fintech space.

• GTM & Commercial Strategy Frameworks: Refresh your knowledge of strategic frameworks for pricing, packaging, segmentation, and market entry/expansion.

• Financial Metrics: Be ready to discuss key financial metrics relevant to payment products (e.g., transaction volume, take rate, customer acquisition cost, lifetime value, unit economics).

📝 Enhancement Note: The emphasis on a "case study/strategic exercise" suggests a need for candidates to demonstrate practical application of their strategic and operational skills, particularly in developing actionable plans.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Salesforce, HubSpot, or similar platforms for managing customer relationships, sales pipelines, and GTM execution tracking.

• Analytics & BI Platforms: Tableau, Power BI, Looker, or internal BI tools for data analysis, performance monitoring, and dashboard creation.

• Project Management Tools: Jira, Asana, Trello, or similar for managing product roadmaps, GTM initiatives, and cross-functional projects.

• Collaboration Suites: G Suite (Google Workspace), Microsoft 365 for daily operations, communication, and document sharing.

Analytics & Reporting:

• Data Warehousing/Lake: Experience working with data stored in platforms like Snowflake, BigQuery, or Redshift.

• SQL: Proficiency in querying databases for data extraction and analysis.

• Spreadsheet Software: Advanced Excel or Google Sheets for financial modeling and data manipulation.

CRM & Automation:

• Marketing Automation: Tools like Marketo or Pardot might be relevant for GTM campaign execution.

• Process Automation: Understanding of workflow automation principles, potentially using tools like Zapier or internal automation solutions.

• Financial Planning & Analysis (FP&A) Tools: Familiarity with tools used for budgeting, forecasting, and financial reporting.

📝 Enhancement Note: While specific tools are not listed, the role requires strong analytical capabilities, proficiency in data interpretation, and the ability to leverage technology to drive strategy and operations. Candidates should highlight experience with enterprise-grade systems common in fintech and B2B SaaS.

👥 Team Culture & Values

Operations Values:

• Data-Driven: A core principle is making decisions based on robust data analysis and measurable outcomes.

• Customer-Centric: Deeply understanding and addressing customer pain points is paramount to product strategy and GTM success.

• Ownership & Accountability: Individuals are expected to take full responsibility for their areas, driving initiatives from inception to completion.

• Speed & Judgment: A balance of moving quickly with good decision-making, as emphasized in their "Attributes We Value."

• Collaboration & Humility: Working effectively with diverse teams, valuing diverse perspectives, and maintaining a humble approach.

• Innovation & Impact: A drive to build impactful products and solutions, with a focus on "founder-like energy" and making a real difference.

Collaboration Style:

• Cross-Functional Integration: The role demands extensive collaboration across departments, requiring strong communication and influencing skills to align diverse teams towards shared objectives.

• Proactive Engagement: Expectation to proactively engage with stakeholders, share insights, and solicit feedback to ensure alignment and gather necessary input.

• Transparency & Open Communication: Maintaining open lines of communication regarding strategy, progress, and challenges is key to fostering trust and effective teamwork.

• Feedback Culture: A willingness to both give and receive constructive feedback to drive continuous improvement in products and processes.

📝 Enhancement Note: Airwallex's stated values highlight a culture that is both ambitious and collaborative, with a strong emphasis on execution and data-informed decision-making. Candidates should demonstrate alignment with these principles.

⚡ Challenges & Growth Opportunities

Challenges:

• Competitive Landscape: Navigating the highly competitive and rapidly evolving global payments market requires continuous strategic adaptation and innovation.

• Global Complexity: Managing product strategy and GTM execution across multiple regions with diverse regulatory environments, payment preferences, and market dynamics presents significant operational complexity.

• Balancing Short-Term vs. Long-Term: Effectively balancing immediate commercial opportunities with essential long-term investments in platform infrastructure and scalability.

• Cross-Functional Alignment: Ensuring consistent strategy and execution across numerous departments with potentially competing priorities can be challenging.

• Scalability of Operations: Developing and maintaining scalable processes and playbooks that can support Airwallex's rapid global growth.

Learning & Development Opportunities:

• Strategic Leadership: Developing advanced strategic planning and execution capabilities in a high-growth fintech environment.

• Global Market Expertise: Deepening understanding of international payment systems, financial regulations, and diverse market needs.

• Product & Commercial Acumen: Enhancing expertise in product management, commercialization, and P&L management within the fintech sector.

• Cross-Functional Influence: Honing skills in leading and influencing without direct authority across global teams.

• Industry Exposure: Opportunities to engage with industry leaders, attend major fintech conferences, and stay abreast of cutting-edge payment technologies and trends.

📝 Enhancement Note: This role offers substantial challenges that are directly tied to significant growth opportunities, making it attractive for ambitious professionals seeking impactful career development.

💡 Interview Preparation

Strategy Questions:

• "Describe your process for developing a global product strategy for a payments offering. How do you incorporate market research, competitive analysis, and internal capabilities?"

• "Walk us through a time you owned a P&L for a product line. What were the key drivers, how did you manage performance, and what was the outcome?"

• "How would you approach building a GTM strategy for a new payment product in emerging markets versus established ones? What are the key considerations?"

• "Describe a situation where you had to balance immediate commercial demands with long-term platform investments. How did you decide on the prioritization?"

• "Imagine our current payments take rate is declining in a key region. How would you diagnose the issue and what steps would you take to improve it?" Company & Culture Questions:

• "What resonates with you about Airwallex's mission and operating principles?"

• "How do you approach working with engineering teams when there are trade-offs between technical debt and new feature development?"

• "Describe your experience influencing senior leadership and gaining buy-in for your strategic initiatives."

• "How do you ensure alignment and collaboration across different departments (e.g., Sales, Product, Finance) when launching a new product?"

• "Given our focus on 'founder-like energy,' how do you embody that in your work?" Portfolio Presentation Strategy:

• Structure Your Case Studies: For each project or initiative, clearly define the problem, your role and approach, the actions taken, and the measurable results (quantify impact using metrics like revenue growth, adoption increase, cost savings, etc.).

• Focus on GTM Playbooks & P&L Impact: Prioritize examples that demonstrate your ability to create operational frameworks (playbooks) and directly influence financial performance (P&L).

• Highlight Cross-Functional Collaboration: Explicitly mention how you partnered with different teams and the outcomes of those collaborations.

• Tailor to Payments: Frame your experience and examples within the context of the payments industry and fintech.

• Be Ready for Strategic Questions: Practice articulating your thought process for strategic decisions, market analysis, and problem-solving.

📝 Enhancement Note: Interview preparation should focus on demonstrating strategic thinking, operational execution capabilities, and a deep understanding of the payments landscape, all backed by quantifiable results.

📌 Application Steps

To apply for this Director, Product Strategy Payments position:

• Submit your application through the official Airwallex Careers portal or the provided Ashby link.

• Curate Your Resume: Tailor your resume to highlight experience in product strategy, P&L management, GTM execution, and success within the fintech or payments industry. Use keywords from the job description.

• Prepare Your Portfolio: Gather examples of GTM playbooks, pricing strategies, P&L analyses, and cross-functional alignment initiatives that showcase your strategic and operational impact. Be ready to present these concisely.

• Research Airwallex: Gain a thorough understanding of Airwallex's business, payment solutions, target markets, competitive landscape, and recent achievements.

• Practice Interview Questions: Prepare to discuss your experience using the STAR method (Situation, Task, Action, Result) and be ready for strategic case studies and behavioral questions focused on leadership, collaboration, and problem-solving.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.

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