The Challenge
Airwallex is the $8B unified payments platform powering 200k+ global businesses. You'll own the entire customer lifecycle—from conversion through retention—turning data into growth across regions while leading a scaling team.
Your Mission
Map current customer journey end-to-end; identify top 3 conversion/activation/retention bottlenecks with quantitative root cause analysis
Design and launch 2-3 high-impact lifecycle campaigns (onboarding, activation, win-back) with clear baseline metrics and success criteria
Establish weekly test-and-learn cadence with Product and Data Science; build shared dashboard tracking key funnel metrics
Build and onboard lifecycle team; define roles, priorities, and performance standards for quarter ahead
Achieve 15-20% uplift in customer activation rates through optimized onboarding sequences and cross-functional product alignment
Reduce churn by 10-12% via targeted retention campaigns and lifecycle segmentation strategy
Scale lifecycle team capability: train team on advanced analytics, experimentation design, and strategic thinking beyond execution
Evolve lifecycle from tactical execution to strategic growth lever; present roadmap positioning lifecycle's role in 2026 growth targets
KPIs You'll Own
Activation Rate
% of new customers completing key milestone (first transaction, full account setup) within 30 days of signup
Net Revenue Retention (NRR)
Year-over-year revenue from existing customers; direct measure of lifecycle and retention effectiveness
Customer Churn Rate
% of customers churning monthly/quarterly; primary indicator of lifecycle campaign impact
Campaign ROI
Revenue generated per dollar spent on lifecycle campaigns; measures efficiency of retention and expansion efforts
Time-to-Value (TTV)
Days from signup to first meaningful product usage; indicates onboarding effectiveness
Tools & Stack
Your Team
Your Manager
VP/Head of Growth (assumed)
Current Team
Lifecycle marketing team across regions; exact size not specified but described as 'growing'
Backfill; team is growing but role itself is new Director hire
The Package
Salary
$220K-$280K base
Remote
On-site: San Francisco or Singapore (no remote flexibility indicated)
Benefits & Perks
Company Intelligence
Airwallex is the unified payments and financial platform for global businesses, powering 200k+ companies including Brex, Rippling, Navan, and Qantas. Founded in Melbourne, the company is valued at $8B and backed by leading investors. It offers integrated solutions spanning business accounts, payments, spend management, treasury, and embedded finance at global scale.
Team Size
2000
Funding
$8B valuation; backed by T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, Lone Pine Capital
Customers
200k+ businesses including Brex, Rippling, Navan, Qantas, SHEIN
Culture
Founder-like energy, first-principles thinking, builder's mindset. Values speed + rigor, humility, collaboration, continuous learning. Emphasis on AI-augmented work and end-to-end ownership.
Is This Role For You?
- You've scaled a lifecycle/retention function at B2B SaaS or fintech; you have 7+ years growth marketing experience with 3+ leading a team
- You obsess over data and can translate metrics into strategy; you're comfortable building test frameworks and deriving insights from complex datasets
- You thrive in cross-functional environments and can influence Product, Data Science, and Ops without direct authority
- You're energized by early-stage strategic problems; you want to build lifecycle from 'execution' to 'strategic growth lever' at a global scale
- You're based in or willing to relocate to San Francisco or Singapore; on-site culture is non-negotiable here
- You need remote flexibility or want to work from home; this is hard on-site in SF or Singapore
- You're primarily a campaign executor looking for tactical work; this role requires strategic, analytical depth and team leadership
- You're uncomfortable with ambiguity or lack of detailed playbooks; you'll need to design lifecycle strategy from scratch in partnership with teams
- You can't demonstrate prior success with data-driven experimentation, funnel optimization, or measurable retention/activation wins
Interview Process
Screening Call
Overview of your lifecycle experience, past metrics wins, and fit with Airwallex mission (30 min)
Take-Home Case Study
Hypothetical lifecycle optimization challenge; you'll design strategy and present findings (2-3 hours async)
Cross-Functional Panel
Interviews with Growth Lead/VP, Product Head, and Data Science; assess collaboration and analytical rigor (90 min total)
Leadership Interview
Senior exec (likely Chief Growth/Chief Product) to discuss strategic vision, team building, and long-term impact
Interested in this role?
Apply now and hear back within days, not weeks.
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About Growth Marketing Roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.