GTM Partnerships Manager, AU, SME & Growth

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. GTM PARTNERSHIPS MANAGER, AU, SME & GROWTH HOW YOU'LL MAKE IMPACT Australia’s SME market presents a significant opportunity to help more businesses manage their financial operations through Airwallex. You’ll build the partnerships and go-to-market motion that turns that opportunity into growth. - Own and grow strategic partnerships across accountants, bookkeepers, virtual CFOs, business advisory firms, venture capital and startup networks, and e-commerce agencies. - Build a healthy partner portfolio by acquiring, onboarding, enabling and activating new partners, while re-engaging relationships that have become inactive. - Develop joint go-to-market plans with partners and coordinate with Sales, Marketing, Strategy, Operations, Finance, Legal and Compliance to move initiatives from idea through execution. - Manage senior internal and external stakeholders, negotiate commercial arrangements and create clear plans that keep partners engaged and opportunities moving. - Use partner, market and customer insights to identify new routes to growth, measure commercial impact and refine the partnerships strategy. This role can be based in Sydney or Melbourne, and you’ll be expected to work from the office three days a week. WHAT WE'RE LOOKING FOR Essentials - 3 to 8 years of experience in partnerships, business development, channel sales, strategic alliances or a related commercial role. - A track record of building and managing external partnerships that deliver commercial or customer outcomes. - Strong commercial judgment, with the ability to assess opportunities, structure proposals and negotiate effectively. - Experience managing the partner lifecycle, including prospecting, contracting, onboarding, enablement, activation and ongoing portfolio management. - Strong written, verbal and in-person communication and presentation skills, with the ability to influence senior internal and external stakeholders. - Experience working cross-functionally with teams such as Sales, Marketing, Strategy, Operations, Finance, Legal and Compliance. - Comfort working independently in an ambiguous environment and turning strategy into execution. Preferred - Existing relationships across the Australian SME, accounting, bookkeeping, advisory, technology, fintech or startup ecosystem. - Experience developing joint go-to-market strategies, co-selling, co-marketing or partner-led growth programs. - Experience in fintech, payments, SaaS or another regulated or compliance-heavy environment. - Experience using partner, pipeline or customer data to measure performance and refine go-to-market activity. - Experience managing technology platforms, referral networks, resellers or integration partners. YOU'LL THRIVE HERE IF - You're comfortable owning the roadmap yourself. - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. - You say what you mean. You're direct, but you lead with respect. 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 Airwalle