Manager, Product Strategy

📍 Job Overview

Job Title: Manager, Product Strategy

Company: Airwallex

Location: San Francisco, California, United States

Job Type: FULL_TIME

Category: Product Strategy & Operations / Go-to-Market Operations

Date Posted: 2026-05-28

Experience Level: 8+ Years (Implied 10+ based on AI analysis)

Remote Status: Hybrid (Based on AI analysis of "This role is based in SF" and typical tech company policies)

🚀 Role Summary

• Drive the development and refinement of Airwallex's global product strategy, directly influencing the company's market positioning and competitive advantage.

• Bridge the critical gap between customer needs, commercial objectives, and product development by translating insights into actionable strategies.

• Lead cross-functional initiatives from ideation ("zero-to-one") through to successful market launch, ensuring alignment across sales, marketing, operations, legal, and pricing teams.

• Conduct deep customer needs analysis, competitive intelligence, and market research to identify strategic opportunities and drive product innovation.

• Communicate key strategic recommendations and progress to senior stakeholders, including executive leadership, to secure buy-in and resources.

📝 Enhancement Note: While the title is "Manager, Product Strategy," the responsibilities and required experience (8+ years, top-tier consulting or fast-growing tech) suggest a role with significant operational influence, bridging strategy and execution. This often aligns with Senior Manager or Director-level expectations in operations-focused organizations. The emphasis on cross-functional collaboration and driving initiatives to market positions this role as a key GTM (Go-to-Market) enabler.

📈 Primary Responsibilities

• Develop and execute a comprehensive customer needs understanding across diverse customer segments, regions, and product propositions through direct customer interviews, market analysis, and in-depth data analysis.

• Collaborate closely with product management and strategic partnership teams to translate identified customer needs into a compelling, market-leading product and commercial strategy.

• Drive successful product and experience launches by partnering effectively with sales, marketing, operations, legal, and pricing teams, establishing robust feedback loops for continuous iteration and pivot.

• Apply first-principles problem-solving methodologies to identify and champion Airwallex's strategic "big product bets" essential for business growth and unlocking new use cases.

• Embed and scale best practices, robust ways of working, and critical capabilities across product, commercial, and strategy teams to ensure effective initiative delivery and operational efficiency.

• Present key recommendations, strategic insights, and performance updates to senior stakeholders, including the CEO, VP Global Head of Product, and other key product leaders, influencing strategic decision-making.

• Lead and drive new strategic initiatives and innovative ideas from conception ("zero-to-one") through to delivery, working cohesively with cross-functional stakeholders to achieve high-quality product outcomes.

📝 Enhancement Note: The responsibilities highlight a strong need for operational rigor in translating strategy into execution. This includes embedding "robust ways of working" and collaborating with "operations, legal, pricing," which are core to GTM operations. The "zero-to-one" aspect implies a need for process definition and implementation, common in operations roles.

🎓 Skills & Qualifications

Education: Bachelor's degree or equivalent with demonstrated academic achievement.

Experience: 8+ years of experience in either a top-tier strategy consulting firm or a product strategy function at a fast-growing tech company.

Required Skills:

• Proven expertise in developing and executing product strategy within a dynamic, high-growth technology environment.

• Demonstrated ability in customer needs assessment, including conducting direct customer interviews and synthesizing qualitative feedback.

• Strong analytical and first-principles-led problem-solving skills, with the ability to dissect complex issues and develop innovative solutions.

• Track record of successful collaboration across diverse teams, including sales, marketing, operations, design, product, and data analytics.

• Excellent written and verbal communication skills, capable of articulating complex concepts clearly and concisely to various audiences.

• Self-starter mentality, with the ability to identify, prioritize, and independently drive opportunities and initiatives.

• Experience in competitor analysis and market landscaping to inform strategic recommendations. Preferred Skills:

• Experience in the technology or financial services sector, particularly in fintech or global payments.

• Familiarity with global payment systems, treasury management, spend management, or embedded finance solutions.

• Experience in driving "zero-to-one" initiatives and bringing new products or features to market.

• Proficiency in leveraging AI tools to enhance productivity and problem-solving.

• Experience working in a B2B SaaS environment.

📝 Enhancement Note: The "8+ years" requirement, coupled with the emphasis on strategy consulting or fast-growing tech, suggests a senior individual contributor role with significant strategic impact. The preference for fintech and global payments experience is critical for understanding Airwallex's market. The "self-starter" and "roll up sleeves" language points to an operational mindset where execution is as important as strategy.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Case studies demonstrating successful development and implementation of product strategies that led to measurable business impact (e.g., revenue growth, market share increase, customer acquisition).

• Examples of strategic initiatives driven from "zero-to-one," showcasing a structured approach to ideation, planning, cross-functional alignment, and successful launch.

• Documentation or examples of deep customer needs analysis, including methodologies used and how insights were translated into product requirements or strategic shifts.

• Evidence of effective collaboration with diverse teams (sales, marketing, product, operations) to achieve strategic objectives, potentially through project summaries or team testimonials.

• Examples of presenting complex strategic recommendations to senior leadership and influencing decision-making. Process Documentation:

• Showcase understanding of process design and optimization, particularly in relation to Go-to-Market (GTM) functions, product launches, and cross-functional alignment.

• Highlight experience in defining and embedding "robust ways of working" and best practices within teams.

• Demonstrate ability to create feedback loops for continuous improvement and iteration of product strategies and GTM processes.

📝 Enhancement Note: For a role bridging product strategy and operations, a portfolio should emphasize not just strategic thinking, but the ability to operationalize that strategy. This means demonstrating a structured approach to problem-solving, cross-functional execution, and measurable outcomes, particularly in bringing new initiatives to market.

💵 Compensation & Benefits

Salary Range: $160,000 - $230,000 per year (Based on provided data)

Benefits:

• Comprehensive Medical, Dental, and Vision Insurance.

• 401(k) Plan for retirement savings.

• Short-term and Long-term Disability insurance.

• Basic Life Insurance coverage.

• Well-being Benefits to support employee health.

• Generous Paid Time Off: 20 days of vacation and 12 paid company holidays.

• Equity participation.

• Performance-based Bonus.

Working Hours: Standard 40-hour work week, with flexibility expected for a fast-paced, high-growth environment and potential for ad-hoc strategic initiatives.

📝 Enhancement Note: The salary range provided is competitive for a Manager-level Product Strategy role in San Francisco, particularly within the tech and fintech sectors. The extensive benefits package, including equity and bonus, signifies a comprehensive compensation structure for a key strategic role. The "hybrid" work arrangement implies some flexibility, but also an expectation of in-office presence for collaboration.

🎯 Team & Company Context

🏢 Company Culture

Industry: Financial Technology (Fintech), Global Payments, Financial Services Platform. Airwallex operates at the intersection of technology and finance, providing a unified platform for businesses to manage global payments, spend, and treasury.

Company Size: Over 2,200 employees globally. This indicates a mature, well-established scale-up with significant resources and complex organizational structures, offering opportunities for impact within a growing global enterprise.

Founded: Founded in Melbourne, Australia (year not specified, but implies a strong global presence and ambition).

Team Structure:

• The Product Strategy team is a core group focused on customer-centric solutions, working collaboratively with product, commercial, sales, marketing, and operations.

• This role has significant cross-functional interaction, reporting into Product Strategy leadership and working closely with Product Management, Engineering, Sales, Marketing, and Operations teams.

• The team structure supports a "builder" mentality with "founder-like energy," encouraging ownership and impact. Methodology:

• Data-driven decision-making, leveraging deep data analysis to understand customer needs and market dynamics.

• First-principles problem-solving to tackle complex challenges and identify strategic "big bets."

• Customer-centric approach, emphasizing a thorough understanding of customer needs to inform product development and strategy.

• Collaborative and iterative development, with strong feedback loops for continuous improvement.

• Emphasis on "getting stuff done" end-to-end, from zero-to-one ideas to market realization.

• Utilization of AI to enhance efficiency and problem-solving capabilities.

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

📝 Enhancement Note: Airwallex's culture emphasizes "successful builders with founder-like energy," "real impact," "accelerated learning," and "true ownership." This suggests a dynamic, results-oriented environment where individual initiative is highly valued. The explicit mention of "operating principles" indicates a structured approach to company culture and values.

📈 Career & Growth Analysis

Operations Career Level: Manager, Product Strategy. This role sits at a critical juncture, translating high-level company vision and market insights into actionable product and commercial strategies. It requires significant strategic thinking combined with operational execution skills.

Reporting Structure: Likely reports to a Director or VP of Product Strategy, with extensive collaboration across Product, Engineering, Sales, Marketing, and Go-to-Market Operations functions. The role is expected to influence senior stakeholders, including the CEO and VP Global Head of Product.

Operations Impact: Directly influences the direction and competitiveness of Airwallex's product offerings, impacting revenue generation, customer acquisition, and market positioning. The role is pivotal in ensuring product-market fit and driving business growth through strategic product initiatives.

Growth Opportunities:

• Specialization: Deepen expertise in specific product verticals, market segments, or strategic planning methodologies within fintech.

• Leadership: Progress to senior leadership roles within Product Strategy, potentially managing a team or overseeing larger strategic portfolios.

• Cross-functional Movement: Transition into broader Product Management, GTM Strategy, or even operational leadership roles within other departments, leveraging a strong understanding of the business and customer needs.

• Skill Development: Continuous learning in areas like advanced analytics, AI for strategy, competitive intelligence, and executive communication.

📝 Enhancement Note: The role offers significant growth potential due to its strategic visibility and cross-functional nature. Candidates are expected to demonstrate ambition and a desire for accelerated learning, aligning with Airwallex's stated values. The opportunity to influence executive decisions and drive "big product bets" provides a strong platform for career advancement.

🌐 Work Environment

Office Type: Hybrid work environment, with a primary base in San Francisco. This suggests a blend of remote work flexibility and in-office collaboration to foster teamwork and strategic alignment.

Office Location(s): San Francisco, California, United States. This location places the role within a major tech hub, facilitating access to talent, industry events, and potential partnerships.

Workspace Context:

• Collaborative workspace designed for cross-functional team interaction, essential for bridging product, commercial, and operational teams.

• Access to modern technology and tools to support data analysis, strategic planning, and communication.

• Opportunities for direct engagement with product teams, leadership, and potentially customers, fostering a dynamic and informed work environment.

• The hybrid model requires self-discipline and effective remote work practices alongside in-office collaboration.

Work Schedule: While a standard 40-hour work week is implied, the nature of strategic initiatives and a "fast-growing tech company" environment may necessitate flexibility and dedication beyond standard hours, particularly during critical project phases.

📝 Enhancement Note: The hybrid model in San Francisco suggests a balance between the autonomy of remote work and the synergy of in-office collaboration. For operations professionals, this means being adept at both virtual and in-person communication and project management.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: Review of resume and application to assess experience against core requirements (8+ years strategy consulting/tech, analytical skills, collaboration).

• Hiring Manager Interview: Deep dive into experience, strategic thinking, problem-solving approach, and cultural fit. Expect questions on past projects, challenges, and how you approach strategy development.

• Cross-functional Interviews: Meetings with key stakeholders from Product, Sales, Marketing, and Operations to assess collaboration style, communication effectiveness, and ability to integrate diverse perspectives.

• Case Study/Presentation: A key stage likely involving a strategic challenge, requiring you to develop recommendations based on provided data or a business scenario. This will test analytical skills, first-principles thinking, and presentation abilities. Focus on demonstrating how you would translate insights into actionable GTM strategies.

• Executive Interview: Final discussion with senior leadership (e.g., VP Global Head of Product, CEO) to assess strategic alignment, leadership potential, and overall fit with Airwallex's mission and values.

Portfolio Review Tips:

• Strategic Impact: Clearly articulate the business problem, your strategic approach, the actions taken, and the quantifiable results achieved. Focus on how your strategy drove tangible business outcomes.

• Process & Execution: Highlight your role in defining and executing strategies, especially "zero-to-one" initiatives. Show how you managed cross-functional dependencies and operationalized your plans.

• Customer Centricity: Demonstrate how customer needs and data analysis informed your strategic recommendations.

• Communication: Prepare to walk through your portfolio cases concisely, emphasizing key insights and decision points. Tailor your presentation to the audience (e.g., more operational detail for GTM teams, higher-level strategic impact for executives).

• Airwallex Context: Research Airwallex's current product offerings, market position, and strategic priorities to tailor your examples and demonstrate relevance.

Challenge Preparation:

• First Principles: Practice breaking down complex business problems into fundamental components.

• Data Analysis: Be prepared to analyze hypothetical datasets or market information to derive strategic insights.

• GTM Strategy: Understand how product strategy translates into sales, marketing, and operational execution. Consider pricing, positioning, and channel strategies.

• Stakeholder Management: Prepare to discuss how you would gain buy-in and manage conflicting priorities across different departments.

📝 Enhancement Note: The interview process is designed to assess strategic depth, operational execution capability, and cross-functional collaboration skills. A strong portfolio that showcases "zero-to-one" initiatives and measurable business impact will be crucial. Preparing for a case study that involves translating customer insights into GTM strategies is highly recommended.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Salesforce (likely, given B2B focus and common in fintech). Used for managing customer relationships, sales pipelines, and GTM execution.

• Product Analytics Platforms: Mixpanel, Amplitude, or similar for understanding user behavior and product adoption.

• Business Intelligence (BI) Tools: Tableau, Power BI, Looker for data analysis, dashboard creation, and reporting on key strategic and operational metrics.

• Collaboration Tools: Slack, Microsoft Teams for real-time communication and team coordination.

• Project Management Tools: Asana, Jira, Trello for managing initiatives and tracking progress.

• Research & Competitive Intelligence Tools: Tools for market analysis, competitor tracking, and customer insights gathering.

Analytics & Reporting:

• Expertise in analyzing complex datasets to identify trends, opportunities, and risks.

• Ability to build and interpret dashboards that track key performance indicators (KPIs) related to product adoption, customer acquisition, revenue, and market share.

• Proficiency in translating data insights into actionable strategic recommendations. CRM & Automation:

• While not directly managing CRM operations, understanding its role in GTM strategy and data flow is essential.

• Potential exposure to marketing automation platforms (e.g., HubSpot, Marketo) or sales enablement tools.

• Familiarity with integrating different systems to ensure seamless data flow for strategic analysis.

📝 Enhancement Note: While specific tools aren't listed, a candidate's proficiency with common CRM, BI, and product analytics platforms will be critical. The ability to leverage data for strategic decision-making and to understand how these tools support GTM operations is paramount.

👥 Team Culture & Values

Operations Values:

• Impact & Ownership: A drive to create real impact and take full ownership of initiatives from start to finish.

• Founder-like Energy: Proactive, energetic approach to problem-solving and driving projects forward.

• Accelerated Learning: Commitment to continuous learning and rapid skill development in a fast-paced environment.

• Data-Driven: Reliance on data analysis and first-principles thinking for strategic decision-making.

• Customer-Centricity: Deep focus on understanding and serving customer needs.

• Collaboration: Working effectively across diverse teams to achieve shared goals.

• Speed & Rigor: Balancing the need for quick execution with thorough analysis and sound judgment.

Collaboration Style:

• Highly collaborative, working closely with product, commercial, sales, marketing, and operations teams.

• Emphasis on building strong relationships and fostering open communication to align diverse stakeholders.

• Ability to influence without direct authority, persuading teams through data, logic, and strategic vision.

• Proactive in seeking input and providing feedback to ensure alignment and smooth execution of GTM strategies.

📝 Enhancement Note: Airwallex's "operating principles" are central to its culture. Candidates should align with values of impact, learning, data-driven approaches, and a proactive, collaborative spirit. Understanding how these values translate into daily operations and strategic decision-making will be key.

⚡ Challenges & Growth Opportunities

Challenges:

• Navigating a Rapidly Growing Global Organization: Adapting to evolving structures, processes, and priorities in a fast-paced, international company.

• Balancing Strategic Vision with Operational Execution: Translating high-level strategies into tangible product and GTM plans that can be effectively implemented by cross-functional teams.

• Driving Consensus Across Diverse Stakeholders: Gaining buy-in and alignment from various departments with potentially competing priorities.

• Defining and Measuring Success for "Zero-to-One" Initiatives: Establishing clear KPIs and feedback mechanisms for novel product strategies and launches.

• Staying Ahead of Market Disruption: Continuously analyzing the competitive landscape and evolving customer needs in the dynamic fintech sector.

Learning & Development Opportunities:

• Strategic Depth: Opportunities to work on high-visibility, impactful strategic initiatives that shape the future of Airwallex's product portfolio.

• Cross-functional Expertise: Gaining deep understanding of various business functions (sales, marketing, operations, product, finance) through extensive collaboration.

• Industry Knowledge: Deepening expertise in global payments, fintech, and B2B financial platforms.

• Leadership Skills: Developing executive communication, stakeholder management, and strategic influencing skills.

• Exposure to Executive Leadership: Direct interaction with senior leadership provides invaluable mentorship and strategic perspective.

📝 Enhancement Note: The role presents significant challenges typical of a high-growth fintech company, but these are directly tied to substantial growth and learning opportunities. Candidates who thrive in ambiguity and are motivated by complex problem-solving will find this role rewarding.

💡 Interview Preparation

Strategy Questions:

• "Describe a time you developed a product strategy from 'zero-to-one.' What was the process, who did you involve, and what was the outcome?" (Focus on your methodology, cross-functional collaboration, and measured impact).

• "How do you approach understanding customer needs in a new market or for a new product proposition? Walk us through your framework." (Highlight your research methods, data analysis, and customer interviewing techniques).

• "Given Airwallex's position in the global payments market, what do you see as our biggest strategic opportunity for product expansion in the next 2-3 years, and why?" (Requires company research and strategic foresight).

• "How do you balance the need for speed with the need for rigor when developing and launching new strategic initiatives?" (Demonstrate your decision-making process and risk assessment capabilities). Company & Culture Questions:

• "Based on your research, what do you find most compelling about Airwallex's mission and operating principles?" (Showcase your understanding of their values and strategic direction).

• "How would you contribute to our culture of 'founder-like energy' and 'accelerated learning'?" (Connect your personal attributes to their stated culture).

• "Describe a time you had to influence senior stakeholders who initially disagreed with your strategic recommendation. How did you approach it?" (Focus on communication, data, and relationship-building). Portfolio Presentation Strategy:

• Structure: For each case study, follow a clear narrative: Problem -> Your Strategy/Approach -> Execution/Implementation -> Results/Impact.

• Quantify: Wherever possible, use numbers and metrics to demonstrate the impact of your work (e.g., X% increase in revenue, Y% improvement in conversion, Z market share gained).

• Operations Link: Explicitly state how your product strategy translated into GTM execution, involving sales, marketing, and operational alignment.

• Conciseness: Be prepared to present your key points efficiently, allowing time for Q&A. Practice your delivery to ensure clarity and confidence.

📝 Enhancement Note: Preparation should focus on demonstrating strategic thinking, a structured approach to problem-solving, robust collaboration skills, and a clear understanding of how product strategy drives GTM execution and business results. Tailor your examples to the fintech and global payments context.

📌 Application Steps

To apply for this Manager, Product Strategy position:

• Submit your application through the provided link on jobs.ashbyhq.com.

• Tailor your Resume: Emphasize your experience in product strategy, strategy consulting, cross-functional leadership, customer needs analysis, and driving initiatives from "zero-to-one." Quantify your achievements wherever possible.

• Prepare Your Portfolio: Select 2-3 key projects that best showcase your strategic thinking, execution capabilities, and measurable business impact. Focus on examples that demonstrate your ability to bridge product strategy with GTM operations.

• Research Airwallex: Thoroughly understand their business model, product offerings, target markets, competitive landscape, and stated operating principles. Prepare to discuss how your skills and experience align with their specific needs and strategic goals.

• Practice Your Narrative: Be ready to articulate your career journey, key accomplishments, and strategic approach clearly and concisely, particularly during case study presentations and behavioral interviews.

⚠️ 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.