Senior Manager, Strategic Partnerships, EMEA

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 The Senior Manager, Strategic Partnerships, EMEA, will drive business growth by identifying, developing and managing pivotal, complex partnerships for Airwallex. You’ll translate Airwallex’s objectives into a partnerships and outbound strategy, identifying target partners and mutually beneficial use cases. Working across Legal, Product, Operations, Sales, Marketing and other teams, you’ll lead strategic commercial and product integrations that support user adoption and revenue growth. - Build and maintain trusted relationships with external executives and decision-makers, as well as internal cross-functional teams. - Lead product integration scoping, and structure and negotiate partnership agreements and value exchanges that work for both sides. - Manage risk and secure cross-functional buy-in for partnership agreements and product integrations. - Shape a range of deal types and own partner relationships across verticals, structures and deal stages, from pre-deal strategy through implementation and ongoing partner management. - Measure partnership return on investment, understand performance metrics and identify optimisation levers. This role is based in London or Amsterdam, with three days a week in the office. WHAT WE'RE LOOKING FOR Essentials - A bachelor’s degree. - At least 5 years of experience in strategic partnerships, business development, product or a related role. - A proven track record of thinking strategically and managing complex dynamics and motivations. - The ability to earn trust and work effectively in a cross-cultural, global environment across teams and time zones. - Strong executive presence, including excellent communication and presentation skills. - The ability to shape product integrations and think through product and commercial nuances. - A strategic mindset, with the ability to translate strategy into actionable plans and work effectively through significant ambiguity. - Strong quantitative skills, including the ability to measure partnership return on investment, understand performance metrics and identify optimisation levers. Preferred - Experience in fintech and payments. - Experience in partnerships and deal-making. YOU'LL THRIVE HERE IF - You’re comfortable with ambiguity. Give you a problem, not a prescription, and you’ll run with it. - You connect dots across functions and hold the big picture without losing grip on the details. - You can advocate hard for a position, then fully support the team’s direction once a call is made. - You enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work. - You have experience at a fintech, payments company, or other highly regulated business. LEARN MORE ABOUT YOUR TEAM Financial & Strategic Partnerships builds the relationships that expand what our platform can do and where it can go next. This team structures deals with financial institutions, fintech platforms, and enterprise software companies that embed Airwallex's infrastructure into their own products: commercially complex work that accelerates growth, opens new markets, and extends distribution reach. It's a function for strategic thinkers and dealmakers who think in systems, with range across commercial negotiation, technical scoping, and cross-functional coordination. The work is open-ended by nature, and the best outcomes come from people who thrive without an inherited playbook. If you want to identify, define, and negotiate consequential commercial relationships at the frontier of global finance, this team does the kind of work that will challenge and motivate you. 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 f