GTM Partnerships Manager, SME & Growth, CN

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full. HOW YOU'LL MAKE IMPACT You’ll build and manage a partner and agency network across industries, creating new routes to market and driving revenue for Airwallex. - Build and manage a partner and agency network across industries, creating new routes to market and driving revenue for Airwallex - Recruit, onboard and develop new channel partners, using partner profiles and tiered operating models to create sustainable growth - Own the partner sales lifecycle from prospecting and commercial and contract negotiation through to signing, activation and ongoing relationship management - Enable partners and their sales teams to understand Airwallex’s products, position them effectively for their customers and generate high-quality leads and downstream revenue - Partner with Sales, Legal, Finance, Marketing and Product to support partner-led growth and help partners achieve their channel goals WHAT WE'RE LOOKING FOR Essentials - A bachelor’s degree or above - Experience managing channels and agencies in the cross-border industry, including nationwide local channel and agency management - Experience building channel business models, profiling and segmenting partners, recruiting and developing channel partners, and driving their sustainable growth - Strong indirect channel management skills, with a track record of achieving sales outcomes through others - The ability to communicate and collaborate effectively with multiple stakeholders across different teams and functions - Fluency in Mandarin and English Preferred - Strong data analysis skills - An optimistic, composed and self-aware approach, with ambition to achieve results and the humility to build trusted relationships YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You own the outcome and you don't wait for permission to fix what's broken. - You’re not precious about your ideas. You push hard for what you believe in, but you pivot fast when the data says otherwise. - You know when to align and when to just decide. Collaboration isn't a way to avoid accountability. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.