Overview of the role
We are seeking a commercially astute, data-driven strategist to lead our commercial GTM strategy efforts, with a focus on commercial effectiveness, ideal customer-driven growth, and competitive advantage. This role is pivotal in aligning go-to-market execution with strategic priorities, optimizing commercial performance, and driving sustainable growth in a rapidly evolving global payments landscape.
You will partner closely with leaders across Sales, Product, Network, Marketing, RevOps, and Finance to define high-impact strategies rooted in market insights, customer segmentation, and operational excellence. This role requires a strategic thinker who can zoom out to define ICPs and zoom in to monitor week-to-week competitive activity—with a bias for clarity, insight, and action.
Key Responsibilities
- Analyze customer segmentation, market trends, and competitive benchmarks to uncover insights that inform commercial strategy, channel optimization, and product prioritization.
- Build dashboards and reports that track key performance indicators and support data-driven decision-making at the leadership level.
- Continuously refine Ideal Customer Profiles (ICPs) across priority segments and regions (e.g., Banks, MTOs, Wallets, PSPs, Gig Economy), ensuring alignment with evolving market opportunities.
- Partner with Sales, Network, Marketing, and Product teams to improve targeting, outreach, and segmentation strategies that drive growth.
- Lead cross-functional initiatives to optimize go-to-market (GTM) execution, enhance revenue and margin, and expand market share.
- Develop and execute commercial strategies grounded in market research, customer insights, and business case analysis.
- Support strategic planning processes by contributing to board materials, investor presentations, and executive-level briefings.
- Track and analyze the competitive landscape, including established and emerging players, across regions and solution verticals—from digital assets to business payments.
- Create and share actionable competitive intelligence, including battle cards and ecosystem snapshots, to enable commercial teams.
- Work closely with Revenue Operations, Network, and Commercial Leads to align priorities and drive measurable impact through data-backed recommendations.
What we are looking for
- Bachelor's degree in Business, Economics, Engineering, or a related field (MBA preferred).
- 5–10 years in strategy consulting, commercial operations, corporate strategy, or a similar role—preferably in fintech, payments, or B2B SaaS.
- Strong analytical and problem-solving skills; able to turn complex data into strategic recommendations.
- Strategic thinker with a bias for execution and operational agility.
- Excellent communication and stakeholder engagement across functions and seniority levels.
- Proficiency with tools such as Tableau, Power BI, Salesforce, Excel, and SQL.
- Solid understanding of the cross-border payments ecosystem and/or financial infrastructure landscape.
- Proactive, collaborative, and thrives in fast-paced, cross-functional environments.
About Thunes
Thunes is the Smart Superhighway to move money around the world. Thunes’ proprietary Direct Global Network allows Members to make payments in real-time in over 130 countries and more than 80 currencies.
Thunes’ network connects directly to over 7 billion mobile wallets and bank accounts worldwide, as well as 15 billion cards via more than 320 different payment methods, such as GCash, M-Pesa, Airtel, MTN, Orange, JazzCash, Easypaisa, AliPay, WeChat Pay and many more.
Thunes’ Direct Global Network differentiates itself through its worldwide reach, in-house SmartX Treasury System and Fortress Compliance Platform, ensuring Members of the network receive unrivaled speed, control, visibility, protection and cost efficiencies when making real-time payments, globally.
Members of Thunes’ Direct Global Network include gig economy giants like Uber and Deliveroo, super-apps like Grab and WeChat, MTOs, fintechs, PSPs and banks.
Headquartered in Singapore, Thunes has offices in 14 locations, including Abidjan, Barcelona, Beijing, Dubai, Hong Kong, Johannesburg, London, Manila, Nairobi, Paris, Riyadh, San Francisco and Shanghai.
For more information, visit: https://www.thunes.com/
