Senior Manager, Enterprise Strategy & GTM, Americas

About the role

The Enterprise Strategy & GTM leader within the Global Revenue Strategy team will drive the commercial strategy and GTM for our most strategic enterprise pursuits. This role is based in San Francisco.

Responsibilities

• Lead deal strategy: Define win themes, stakeholder maps, and executive alignment for complex, multi-threaded pursuits.
• Orchestrate RFPs/RFIs: Own the pursuit narrative, differentiation, and commercial terms; coordinate Solution Architects for technical sections and validations.
• Structure deal economics: Build ROI/TCO, pricing architectures (usage/SaaS/hybrid), and commercial constructs; partner with Deal Desk, Legal, and Risk.
• Align solution fit: Co-develop high-level solution scope with Solution Architects; confirm feasibility, phase plans, and risks/mitigations to ensure customer outcomes.
• Drive executive engagement: Lead C-suite briefings, POVs, and workshops; establish trusted relationships with business and technical stakeholders.
• Codify “how we win”: Produce playbooks, battlecards, competitor tear-downs, and vertical white papers; enable Enterprise AEs and regions.
• Inform product & roadmap: Synthesize enterprise requirements and market trends; translate into clear use cases and prioritization for Product.
• Govern the pursuit: Run stage gates, resourcing, timelines, and handoff to delivery with clear success criteria and SOW quality.
• Measure impact: Track win rate, cycle time, ACV/GP, multi-product attach, and pipeline influenced; iterate plays based on results.

Requirements

We are looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

• Bachelor's degree in a STEM discipline, with strong academic achievements
• 8+ years in enterprise GTM/strategy, pre-sales consulting, or product strategy
• Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels
• Technical fluency (not a pure Solution Architect): Acquiring, issuing, wallets/treasury/FX; comfortable engaging at an architectural level to ensure solution fit

Qualifications

Preferred Qualifications:

• Knowledge of the payments domain / financial services will be advantageous
• At some point in your career you will have been hands on developing product solutions either internally or in a consulting role
• Passionate about learning and actively seeks out knowledge
• Able to work independently and confidently to develop a path forward with customers under ambiguous circumstances
• Strategic and creative thinker who can proactively identify challenges and maintain a positive approach when facing difficult obstacles