GTM Partnerships Manager, AU, SME & Growth
About Airwallex
Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide - including Brex, Navan, Qantas, SHEIN and many more - with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.
Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.
Attributes We Value
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
You're humble and collaborative; turn zero-to-one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.
The Role
We are seeking a strategic, data-driven Partnerships Manager to join the ANZ team. This role will join an existing team that is at the start of an exciting growth chapter. You will be helping build out the partnerships function and will support both the strategy and execution of growth initiatives in the region.
The Partnerships Manager, AU is responsible for building and expanding Airwallex’s partner relationships, specifically across our key core industries: Accountants and Bookkeepers, vCFOs, Business Advisory firms, VCs & Startups and E-commerce agencies. Airwallex’s partner relationships drive brand awareness, customer acquisition, as well as co-marketing and in-person opportunities.
What You’ll Do
Own an existing Partner Portfolio of existing relationships, some of which will be Airwallex ambassadors and strategic partners, across Accounting, Virtual CFOs, Business Advisory and Ecommerce Agency partners.
Manage processes for acquiring new partnerships including; prospecting, meetings, contracting, onboarding, and on-going enablement/activation.
Implement strategies to ensure partners remain consistent and active in their engagement, referral volume and commercial impact, ensuring they don’t go dormant or become inactive.
Coordinate with cross-functional teams within Airwallex, including sales, legal, strategy, operations, and finance where required to deliver a seamless experience for our partners.
Maintain ongoing engagement with partners to build a long-lasting relationship that drive referrals to Airwallex.
Constantly ideate and experiment new go-to-market ideas to further build and scale the Airwallex partner network in Australia.
Who You Are
You are results-driven and hold yourself accountable for delivering on growth targets.
You are a relationship builder with strong channel partnerships and contacts to leverage from (potentially with an accounting or finance background).
You are comfortable with in person presentations and meetings.
You are creative and excited about delivering impactful partnerships in unique and strategic ways.
You have extensive experience with best-practice partnership management, portfolio management and know how to keep partners active and engaged
You are a proactive self-starter who can independently identify and execute new partnership opportunities.
You are comfortable with change. You can navigate through ambiguity and are excited to be part of a fast-paced company experiencing hyper-growth.
You are relatable and effective at communicating and managing relationships with external partners.
What You’ll Bring
3-8 years’ experience in partnership roles, software sales, or other business development. Experience in tech partnership channel sales is preferred.
You have existing relationships, or a strong network with referral partners in the accounting industry, and or other industry verticals.
Excellent written, verbal, and in-person communication + presentation skills
Prior experience in FinTech, SaaS or as an accountant is favourable.
Bachelor’s degree or equivalent.
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 email address. Please apply only through 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.