Commercial GTM Strategy Lead, Thunes
Simplifying international payments
Be an early applicant
Simplifying international payments
201-500 employees
Be an early applicant
201-500 employees
Company mission
To connect every corner of the world and make the global economy accessible to all.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
The way we pay has changed considerably in recent years, but sending international payments online can still be time-consuming and overly complex. Thunes solves this problem by making cross-border payments quicker and easier.
Thunes allows businesses to process payments anywhere in the world, improving their revenue. The company has managed to differentiate itself from traditional payment platforms thanks to their flexibility, transparency and low cost. They have also avoided competing with payment giants such as PayPal, who they now number as a customer. Other clients include Uber, Deliveroo and Grab.
In 2023 Thunes opened offices in Beijing after entering the Chinese market in 2021. This coincides with $60 million in Series C funding that is going towards the expansion of Thunes into new markets via cross-border payments which, alongside China, include Latin America and the Middle East. This indicates a strengthened global reach for Thunes.
Freddie
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Apr 2025
$150m
SERIES D
Jul 2023
$12m
SERIES C
Total funding: $382m
Company benefits
- Bonuses
- Regular learning opportunities
- Volunteering opportunities
Company HQ
Downtown Core, Singapore
Leadership
Peter de Caluwe
(CEO & Executive Chairman)Previously served as CEO of Ogone and as CEO of Payments at Naspers.
Salary benchmarks
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