Associate Director, Product Strategy, Payments

📍 Job Overview

Job Title: Associate Director, Product Strategy, Payments
Company: Airwallex
Location: Singapore, Singapore
Job Type: Full-time
Category: Product Strategy / GTM Operations
Date Posted: October 2, 2025
Experience Level: 10+ Years
Remote Status: On-site

🚀 Role Summary

• Drive and expand the strategic direction of the Airwallex Payments team, working closely with the Product General Manager.
• Conduct in-depth customer, market, and competitor research to identify growth opportunities and winning strategies.
• Develop comprehensive go-to-market (GTM) strategies encompassing market expansion, product development, pricing, and enablement.
• Manage and collaborate with cross-functional stakeholders, including Product, Engineering, Revenue Strategy, Commercial, and Marketing teams.
• Prepare and present materials for business reviews to executive leadership, highlighting progress, risks, and dependencies.

📝 Enhancement Note: While the title is "Associate Director, Product Strategy, Payments," the responsibilities heavily lean into GTM strategy, market analysis, and cross-functional execution, indicating a strong operational component that bridges product vision with market reality. This role is crucial for translating product innovation into scalable revenue generation within the payments domain.

📈 Primary Responsibilities

• Lead the definition and expansion of the strategic roadmap for Airwallex's Payments business unit, collaborating directly with the Product General Manager.
• Execute comprehensive market analysis, including customer segmentation, competitive landscape assessment, and emerging payment trends, to inform strategic decisions and identify new growth vectors.
• Design and implement integrated go-to-market (GTM) strategies that align market entry plans, product roadmap priorities, dynamic pricing models, and sales/marketing enablement initiatives.
• Foster strong cross-functional partnerships with Product Management, Engineering, Sales, Marketing, and Finance teams to ensure seamless execution of strategic initiatives and product launches.
• Develop and maintain executive-level reporting, including business review decks, performance dashboards, and strategic proposals, to communicate progress, identify key risks, and secure buy-in for strategic direction.
• Utilize a data-driven approach to monitor the health and performance of the Payments business, identifying actionable insights, potential risks, and opportunities for optimization.
• Support regional expansion efforts by developing localized strategies for new markets, considering regulatory landscapes, competitive dynamics, and customer needs.
• Collaborate with Revenue Strategy and Commercial teams to refine pricing models and commercial terms that maximize revenue and market share.

📝 Enhancement Note: The responsibilities highlight a deep integration with GTM operations, focusing on translating product strategy into actionable plans that drive revenue. The emphasis on market research, GTM strategy development, and cross-functional alignment points to a role that necessitates strong operational planning and execution capabilities.

🎓 Skills & Qualifications

Education:

• Bachelor’s degree or equivalent, with demonstrated high academic achievement.

Experience:

• Minimum of 10+ years of experience, preferably in a fast-growing tech startup, top-tier strategy/management consulting firm, or equivalent.
• Significant experience in technology, financial services, and/or high-growth environments is essential.

Required Skills:

• Deep expertise in product strategy development and execution within a technology or financial services context.
• Proven ability to conduct in-depth market research, competitive analysis, and customer segmentation to identify growth opportunities.
• Strong experience in developing and implementing comprehensive go-to-market (GTM) strategies, including market entry, pricing, and sales enablement.
• Exceptional stakeholder management and influencing skills, with the ability to engage effectively with cross-functional teams and executive leadership.
• Advanced strategic thinking and analytical skills, with a demonstrated ability to approach complex problems systematically and develop data-driven strategies.
• Proven problem-solving capabilities, with a focus on driving tangible outcomes and delivering measurable results.
• A proactive, "get things done" mindset, with high accountability for delivering key outcomes and driving initiatives to completion.
• Excellent written and verbal communication and presentation skills, with the ability to articulate complex ideas clearly and persuasively.
• Strong collaboration skills, with the ability to work effectively with team members at all levels and across diverse functions and cultures.

Preferred Skills:

• Direct experience in the Payments domain (e.g., payment processing, card schemes, alternative payment methods, merchant acquiring).
• Experience working within or closely with Revenue Strategy, Commercial, and Marketing teams to drive revenue growth.
• Familiarity with product lifecycle management and translating market insights into product requirements.
• Experience in international market expansion and localization strategies.
• Proficiency in data analysis tools and techniques for performance monitoring and insights generation.

📝 Enhancement Note: The minimum qualification of 10+ years, especially with the emphasis on "fast-growing tech startup" or "top-tier strategy/management consulting," suggests a senior role requiring a blend of strategic vision and hands-on execution. The preference for Payments domain experience is critical for understanding the nuances of this specific product area.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Case studies showcasing successful development and execution of product strategies that led to significant business growth or market penetration.
• Examples of comprehensive go-to-market (GTM) strategies developed and implemented, detailing market analysis, positioning, launch plans, and post-launch performance.
• Documentation or presentations demonstrating in-depth market research and competitive analysis, highlighting key insights and strategic recommendations.
• Evidence of successful cross-functional project management and collaboration, illustrating how complex initiatives were driven to completion with diverse teams.
• Examples of strategic frameworks or analytical models used to identify growth opportunities, assess risks, or optimize business performance.

Process Documentation:

• Demonstrated ability to document and articulate complex strategic processes, such as market entry planning, pricing strategy development, or product launch frameworks.
• Experience in creating clear and concise materials for executive-level reporting and business reviews, effectively communicating strategy, progress, and key performance indicators (KPIs).
• Ability to outline the methodology for data-driven decision-making, including how data is collected, analyzed, and used to inform strategic choices.

📝 Enhancement Note: Candidates are expected to demonstrate their strategic thinking and execution capabilities through a portfolio. This should highlight their experience in market analysis, GTM strategy, and cross-functional leadership, with a focus on tangible business outcomes relevant to revenue generation and growth.

💵 Compensation & Benefits

Salary Range:

• Based on market research for an Associate Director, Product Strategy role in Singapore with 10+ years of experience in FinTech/high-growth tech environments, a competitive annual salary range would typically fall between SGD 150,000 - SGD 220,000. This estimate considers the seniority of the role, the specific industry (Payments/FinTech), the company's valuation and growth stage, and the cost of living in Singapore.

Benefits:

• Competitive base salary and potential for performance-based bonuses.
• Comprehensive health insurance coverage (medical, dental, vision).
• Generous paid time off (PTO) and public holidays.
• Opportunities for professional development, training, and attending industry conferences.
• Stock options or equity participation, reflecting the company's growth and employee contribution.
• Access to a global network of employees and international career development opportunities.
• Employee assistance programs and wellness initiatives.
• Potential for flexible working arrangements, though the role is primarily on-site.

Working Hours:

• Standard full-time working hours are typically 40 hours per week. However, given the senior and strategic nature of this role, flexibility may be expected to meet business demands, including occasional work outside of standard hours for critical deadlines or international stakeholder engagement.

📝 Enhancement Note: The salary range is an estimation based on industry benchmarks for similar roles in Singapore. Airwallex, being a well-funded FinTech company, is expected to offer a competitive compensation package that includes base salary, performance incentives, and equity.

🎯 Team & Company Context

🏢 Company Culture

Industry: Financial Technology (FinTech), Global Payments Infrastructure
Company Size: Over 1,800 employees globally, indicating a significant scale with established processes but retaining a dynamic, growth-oriented culture.
Founded: Founded in Melbourne, Australia, with a global presence, suggesting a strong entrepreneurial spirit and international outlook.

Team Structure:

• The Payments team is a core pillar of Airwallex's financial infrastructure, experiencing rapid growth (over 100% annually).
• This team is maturing into an independent business entity within Airwallex, implying a high degree of autonomy and strategic importance.
• The role reports to the Product General Manager, Payments, and involves close collaboration with Product, Engineering, Revenue Strategy, Commercial, and Marketing teams.
• Direct engagement with Executive leadership is a key aspect of the role.

Methodology:

• Airwallex values a builder's mindset with founder-like energy, emphasizing impact, accelerated learning, and ownership.
• The company operates with strong role-related expertise, sharp thinking, and a mission-driven approach guided by their operating principles.
• Key operational behaviors include moving fast with good judgment, digging deep with curiosity, and making decisions from first principles, balancing speed and rigor.
• Collaboration, humility, and the ability to turn zero-to-one ideas into real products are highly valued.
• Emphasis on utilizing AI to work smarter and solve problems faster.

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

📝 Enhancement Note: Airwallex's culture emphasizes rapid growth, innovation, and a strong sense of ownership, which is crucial for operations roles focused on driving GTM strategies and executing complex initiatives within the dynamic FinTech payments space.

📈 Career & Growth Analysis

Operations Career Level: Associate Director, Product Strategy, Payments. This is a senior individual contributor role with significant strategic influence and operational responsibility, bridging product vision with market execution. It sits at a level where strategic decision-making directly impacts business outcomes and revenue generation.

Reporting Structure: You will report directly to the Product General Manager, Payments. This provides exposure to senior leadership and strategic decision-making within the Payments division. You will also work very closely with cross-functional teams, requiring strong matrixed influence.

Operations Impact: This role has a direct and substantial impact on revenue growth and market expansion for Airwallex's Payments business. By defining strategic direction, refining GTM motions, and optimizing pricing, the Associate Director will shape the commercial success and competitive positioning of the Payments product suite. The role is instrumental in translating product innovation into measurable business results, driving key metrics like transaction volume, revenue, and market share.

Growth Opportunities:

• Strategic Leadership: Opportunity to grow into a Product General Manager role or lead larger strategic initiatives within Airwallex's broader GTM or Product functions.
• Domain Specialization: Deepen expertise in the global payments industry, becoming a recognized authority in market expansion, product strategy, and GTM execution within FinTech.
• Cross-Functional Mastery: Develop advanced skills in influencing, negotiation, and collaboration across diverse departments (Engineering, Sales, Marketing, Finance) and global regions.
• Executive Exposure: Build strong relationships with and gain mentorship from executive leadership, enhancing visibility and career trajectory within the organization.
• Global Impact: Contribute to Airwallex's global expansion, working on strategies for new and emerging markets, thereby broadening international business acumen.

📝 Enhancement Note: The role offers significant growth potential, moving from strategic definition to potential leadership of product lines or broader GTM functions, with a strong emphasis on developing expertise in the high-demand FinTech payments sector.

🌐 Work Environment

Office Type: On-site role in Singapore. Airwallex maintains modern office spaces designed to foster collaboration and innovation.

Office Location(s): Singapore. Specific office address details would typically be provided during the interview process.

Workspace Context:

• A dynamic and fast-paced environment characteristic of a high-growth FinTech company.
• Emphasis on collaboration, with opportunities to work closely with a diverse, international team.
• Access to modern technology and tools to support strategic analysis and communication.
• An environment that encourages proactive problem-solving and continuous learning.
• The role requires significant interaction with various internal stakeholders, necessitating strong communication and interpersonal skills within the office setting.

Work Schedule:

• Standard full-time hours (approx. 40 hours/week), with the expectation of flexibility to meet project deadlines and global stakeholder needs. This includes potential engagement outside of core hours for international calls or critical business reviews.

📝 Enhancement Note: The on-site requirement in Singapore suggests a preference for in-person collaboration, essential for driving complex, cross-functional strategies within a rapidly evolving business unit.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A recruiter or hiring manager will review your application and conduct an initial call to assess basic qualifications, cultural fit, and interest.
• Hiring Manager Interview: A deeper dive into your experience, strategic thinking, and problem-solving skills with the Product General Manager, Payments. This stage will likely assess your understanding of payments, market dynamics, and GTM strategy.
• Cross-Functional Interviews: Meetings with key stakeholders from Product, Engineering, Revenue Strategy, Commercial, or Marketing teams to evaluate collaboration, communication, and alignment with their functional needs.
• Case Study/Presentation: You may be asked to prepare and present a strategic analysis or GTM plan for a hypothetical or real-world scenario relevant to Airwallex Payments. This is where your portfolio will be critical.
• Executive Interview: A final discussion with a senior leader (e.g., Head of Product, Head of Commercial) to assess strategic alignment, leadership potential, and overall fit with Airwallex's vision.

Portfolio Review Tips:

• Highlight Strategic Impact: Showcase projects where your strategic input directly led to measurable business outcomes (e.g., revenue growth, market share increase, successful product launch).
• Demonstrate GTM Expertise: Include examples of comprehensive GTM plans you've developed, detailing your market research, positioning, channel strategy, and launch execution.
• Quantify Achievements: Wherever possible, use specific metrics and data to illustrate the impact of your work (e.g., "Increased conversion rate by X%", "Expanded into Y new markets contributing Z revenue").
• Showcase Analytical Rigor: Present examples of market analysis, competitive intelligence reports, or data-driven insights that informed strategic decisions.
• Emphasize Collaboration: Illustrate how you successfully partnered with diverse teams to achieve strategic objectives, highlighting your communication and influencing skills.
• Tailor to Airwallex: Research Airwallex's current market position, strategy, and challenges, and tailor your portfolio examples to demonstrate how your skills can address their needs.

Challenge Preparation:

• Strategic Analysis: Be prepared to analyze a given market, product, or business challenge and propose strategic solutions, including GTM considerations.
• GTM Plan Development: Practice outlining the key components of a GTM strategy for a new product or market entry.
• Pricing Strategy: Think about how you would approach pricing for a complex financial product in a competitive market.
• Stakeholder Alignment: Consider how you would gain buy-in from different departments for a high-stakes strategic initiative.

📝 Enhancement Note: The interview process is designed to thoroughly assess strategic thinking, operational execution capabilities, and cross-functional leadership. A well-curated portfolio demonstrating concrete achievements in product strategy and GTM execution will be paramount.

🛠 Tools & Technology Stack

Primary Tools:

• Product Management/Strategy Tools: Jira, Confluence, Aha!, Productboard (for roadmap planning, requirement documentation, and backlog management).
• Analytics & Business Intelligence: Tableau, Looker, Power BI, Google Analytics (for data analysis, performance tracking, and dashboard creation).
• CRM & Sales Enablement: Salesforce, HubSpot (for understanding customer lifecycle, sales processes, and GTM alignment).
• Collaboration & Communication: Slack, Microsoft Teams, Google Workspace (for daily communication, project collaboration, and document sharing).
• Market Research Tools: Various industry-specific databases, competitive intelligence platforms (e.g., CB Insights, PitchBook), and survey tools.

Analytics & Reporting:

• Proficiency in leveraging data visualization tools to create insightful reports and dashboards for executive leadership and cross-functional teams.
• Experience in analyzing key performance indicators (KPIs) related to payments volume, transaction success rates, customer acquisition cost (CAC), lifetime value (LTV), and market share.

CRM & Automation:

• Understanding of how CRM systems support GTM strategies and customer engagement.
• Familiarity with workflow automation principles, though direct implementation may be handled by other teams.

📝 Enhancement Note: While the role is strategy-focused, a strong understanding of the tools used for product management, analytics, CRM, and communication is essential for effective collaboration and data-informed decision-making within a tech-centric organization like Airwallex.

👥 Team Culture & Values

Operations Values:

• Impact-Driven: A strong focus on delivering tangible business outcomes and driving revenue growth through strategic initiatives.
• Data-Centricity: Utilizing data and analytics to inform decision-making, measure success, and identify opportunities for optimization.
• Collaboration & Ownership: Working effectively across teams, taking accountability for results, and demonstrating a "founder-like energy" to drive initiatives forward.
• Agility & Speed: Embracing a fast-paced environment, making decisions with good judgment, and iterating quickly to adapt to market changes.
• Curiosity & Learning: A continuous drive to explore new markets, understand customer needs, and learn from data and experiences.

Collaboration Style:

• Cross-Functional Integration: Expectation to work seamlessly with Product, Engineering, Sales, Marketing, and Finance teams, fostering strong working relationships and alignment.
• Executive Engagement: Ability to communicate effectively and build trust with senior leadership, presenting strategic recommendations and progress clearly.
• Global Mindset: Collaboration with teams across different regions and cultures, requiring cultural sensitivity and adaptability.
• Feedback-Oriented: Openness to constructive feedback and a willingness to iterate on strategies and plans based on input from various stakeholders.

📝 Enhancement Note: The emphasis on "builder's mindset," "founder-like energy," and "getting stuff done end-to-end" suggests a culture that rewards proactivity, ownership, and a results-oriented approach, which are critical for operational success in a high-growth environment.

⚡ Challenges & Growth Opportunities

Challenges:

• Navigating a Rapidly Evolving Market: The global payments landscape is highly dynamic, requiring constant adaptation to new regulations, technologies, and competitive threats.
• Balancing Global Strategy with Regional Nuances: Developing a cohesive global payments strategy while accounting for unique market dynamics, customer needs, and regulatory requirements in diverse regions.
• Driving Cross-Functional Alignment: Ensuring buy-in and coordinated execution across multiple departments with potentially competing priorities.
• Translating Strategy into Actionable Plans: Moving from high-level strategic thinking to detailed, executable go-to-market plans that deliver measurable results.
• Data Availability and Interpretation: Ensuring access to accurate, timely data and developing robust analytical frameworks to derive actionable insights from complex payment data.

Learning & Development Opportunities:

• Deep Dive into Payments Ecosystem: Gain unparalleled expertise in global payment schemes, merchant acquiring, payment processing, and emerging payment technologies.
• Strategic Leadership Development: Hone skills in executive communication, stakeholder management, and influencing at the highest levels of the organization.
• Global Market Expansion: Develop expertise in market entry strategies, localization, and international business operations.
• Exposure to Executive Leadership: Benefit from mentorship and guidance from senior leaders within Airwallex, understanding strategic decision-making at a global scale.
• Contribution to a Unicorn FinTech: Play a key role in the growth and success of a rapidly scaling, highly valued FinTech company.

📝 Enhancement Note: The challenges presented are typical for senior strategic roles in the FinTech payments sector, emphasizing the need for adaptability, strong analytical skills, and effective stakeholder management. The growth opportunities are substantial, offering deep domain expertise and executive-level exposure.

💡 Interview Preparation

Strategy Questions:

• "Describe a time you developed a go-to-market strategy for a new product or market. What was your process, what were the key challenges, and what were the results?" (Focus on your market research, GTM components, execution, and quantifiable outcomes.)
• "How would you approach defining the strategic roadmap for Airwallex's Payments business over the next 1-3 years, considering current market trends and competitive pressures?" (Demonstrate strategic thinking, market awareness, and a structured approach.)
• "Walk me through a complex problem you solved using a data-driven approach. What data did you use, how did you analyze it, and what was the impact?" (Highlight your analytical skills and ability to translate data into actionable insights.)

Company & Culture Questions:

• "What do you know about Airwallex and our position in the global payments market?" (Showcase your research on the company, its mission, and its competitors.)
• "How do you align with Airwallex's operating principles, such as moving fast with good judgment and making decisions from first principles?" (Provide specific examples of how you've demonstrated these principles in your career.)
• "Describe your experience working in high-growth tech environments. What are the key challenges and rewards?" (Relate your experience to Airwallex's culture and growth trajectory.)

Portfolio Presentation Strategy:

• Structure: Organize your portfolio logically, perhaps by strategic initiative type (e.g., Market Entry, Product Launch, Pricing Strategy) or by impact (e.g., Revenue Growth, Market Share Expansion).
• Storytelling: For each case study, clearly articulate the problem, your role and approach, the actions taken (strategy, GTM components), and the measurable results. Use the STAR method (Situation, Task, Action, Result).
• Quantify Everything: Use numbers and data to demonstrate the scale and impact of your contributions.
• Visuals: Use clear, concise slides or documents. Incorporate charts, graphs, and diagrams to illustrate complex strategies or data.
• Conciseness: Be prepared to present your most impactful work concisely, focusing on the strategic rationale and business outcomes. Anticipate questions about your specific contributions and decision-making process.

📝 Enhancement Note: Preparation should focus on articulating strategic frameworks, demonstrating GTM execution experience, and quantifying impact. Be ready to discuss your thought process and decision-making rationale for each example presented.

📌 Application Steps

To apply for this Associate Director, Product Strategy, Payments position:

• Submit your application through the provided link on Ashby.
• Tailor your Resume: Ensure your resume highlights your 10+ years of experience, specifically mentioning your background in technology, financial services, or high-growth startups. Emphasize achievements in product strategy, market research, GTM development, and stakeholder management using strong action verbs and quantifiable results.
• Prepare Your Portfolio: Curate a selection of your most relevant work that showcases your strategic thinking, GTM planning capabilities, market analysis skills, and cross-functional leadership. Focus on case studies with clear problem statements, your strategic approach, and measurable business impact, particularly within payments or related tech sectors.
• Research Airwallex: Deeply understand Airwallex's business model, its position in the global payments market, its recent achievements, and its operating principles. Familiarize yourself with their Payments product offerings and any publicly available strategic initiatives.
• Practice Interview Responses: Prepare to articulate your experience using the STAR method, focusing on strategic decision-making, problem-solving, and driving outcomes. Practice answering potential case study questions related to market entry, GTM strategy, and competitive analysis in payments.

⚠️ 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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