Senior Manager, GTM Partnerships, 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. HOW YOU'LL MAKE IMPACT You'll lead and develop a team of four partnership managers and own the partnerships strategy for France. This is a strategic, hands-on player-coach role focused on commercial partnerships and lead generation, not technical integrations. - Own the French partnerships strategy, prioritising Accounting and Travel & E-commerce first and aligned with the SME & Growth GTM. - Set partner ICPs, commercial priorities, account plans, pipeline expectations and operating standards across the team. - Lead, coach and develop the four partnership managers, giving each a clear mandate and measurable pipeline objectives. - Personally source and progress a portfolio of strategic partnerships in at least one priority vertical. - Build repeatable referral, reseller, co-selling and partner-led outbound motions across Accounting, Travel, Payments, E-commerce and Venture Capital. - Turn signed partnerships into active commercial channels, not passive logos. - Partner with Sales on account mapping, lead routing, qualification, follow-up and conversion of partner-sourced opportunities. - Track partner-sourced and influenced pipeline, conversion, time to first referral and revenue contribution, scaling what creates quality pipeline and stopping what doesn't. - Partner with Marketing, RevOps, Product, Solutions, Risk and Compliance to remove friction from the partner journey. You'll work from our Paris office at least three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - 8+ years in partnerships, channel sales, indirect sales, partner sales, strategic business development or a comparable commercial role. - A successful 0-to-1 partnership motion or vertical launch in Accounting or Travel & E-commerce, with measurable commercial outcomes. - Strong channel-led execution and a personal track record of partner-sourced referrals, pipeline, opportunities or revenue. - Commercial experience across at least two of these verticals: Accounting, Travel, Payments, E-commerce or Venture Capital. - A deep, activatable network in at least one priority vertical, with access to senior decision-makers. - Strong strategic judgement and hands-on execution: you can define the strategy, open the first doors, lead key meetings and progress strategic partnerships. - Experience designing partner ICPs, activation motions, attribution and channel performance management. - Professional English plus native or bilingual French. PREFERRED - Experience leading, coaching or developing partnership professionals. Formal people-management experience is valuable, but not the only indicator of leadership potential. - Experience in accounting, payments, fintech, ERP, financial software or another competitive B2B environment. - Comfort with CRM, funnel metrics, partner economics and basic business cases. YOU'LL THRIVE HERE IF - You're comfortable owning the roadmap yourself. - You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it. - You're excited by a category that hasn't been won yet, and want to be early enough to shape it. - You value in-person collaboration and are happy being in the office three days a week. - You have a track record of hitting your numbers, and you're motivated by stretch goals. 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 s