Associate Director, Enterprise Marketing

Responsibilities

Lead the end-to-end upmarket strategy by building and iterating a 0-to-1 enterprise marketing playbook that connects initial demand generation, nurture, and demand capture into a predictable pipeline engine for target segments.

Design, launch, and scale an ABM program across priority upmarket accounts, using advanced segmentation, orchestration tools, and multi-channel campaigns (content, email, paid, direct mail, events) to deepen engagement and penetration.

Partner deeply with Enterprise Sales and SDR leadership to orchestrate pipeline motions, including SDR cadences, blitzes, and lead-routing strategies that systematically convert top-of-funnel interest into qualified opportunities and high conversion rates through the funnel.

Build and own a tiered event and field marketing portfolio that ranges from flagship owned and industry events (for example, an AWX Conference) to highly curated executive programs such as CFO Roundtables and invite-only salons in key hubs like San Francisco and New York City.

Own enterprise pipeline and revenue targets related to your programs: define KPIs, build dashboards with RevOps and Analytics, and run regular readouts to senior commercial and marketing leadership to inform investment, prioritization, and iteration.

Act as a senior cross-functional leader and “builder” within the marketing org, codifying best practices, coaching regional and functional peers, and helping scale successful motions globally as Airwallex accelerates its enterprise footprint.

Requirements

10+ years of B2B marketing experience, with substantial time spent in enterprise or upmarket segments at high-growth SaaS, fintech, or payments companies.

Proven 0-to-1 upmarket mastery, including having built or significantly scaled an enterprise marketing program from the ground up with direct accountability for pipeline and revenue targets, not just leads or MQLs.

Deep, hands-on experience architecting and running ABM programs targeting high-value accounts, including account tiering, buying group mapping, multi-channel orchestration, and personalization at scale.

Strong track record designing and executing tiered field and event portfolios, from large-scale conferences and industry sponsorships to intimate executive experiences that move specific deals and segments forward.

Demonstrated ability to partner tightly with Enterprise Sales and SDR teams, including experience directing SDR cadences, coordinating blitzes, and aligning on shared pipeline, conversion, and coverage goals.

High analytical and operational rigor: confident using Salesforce and marketing performance data to measure impact, refine targeting, and make data-driven trade-offs in programs and spend.

Comfortable operating in a fast-paced, resource-constrained, and highly ambiguous environment, with a builder mindset and bias toward action and experimentation.