Manager, GTM Partnerships and 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 200,000 businesses worldwide - including Brex, Rippling, 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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.
About the team
Airwallex is seeking a highly motivated and results-oriented GTM Partnerships Manager to join our growing US SME partnerships team. This is a partnership role encompassing the full sales cycle - from business development and partner program development to ongoing partner management. You will play a key role in developing and executing our go-to-market strategy, building valuable partner relationships, and driving customer acquisition. This is a fantastic opportunity for a partnership professional to gain valuable experience and contribute to the success of a high-growth fintech company.
What you'll do
You'll collaborate with our GTM partnerships and sales teams to nurture relationships and drive partner growth. Taking full ownership of partner account management, you'll develop strategies to expand existing partnerships while identifying new opportunities. This role is integral to shaping Airwallex's US expansion as we enter our next phase of growth.
This role is based in San Francisco or New York City.
Responsibilities:

• Identify, qualify, and pursue new partnership opportunities within target verticals
• Educate partners on the Airwallex product suite and the partner journey
• Activate partners to grow overall client referral and revenue contribution, and manage the day-to-day operations and maintenance of partners
• Deepen relationships with key partners to strengthen executive relationships, review performance, and identify areas for improvement
• Coordinate with internal cross-functional teams including strategy, marketing, operations, and finance where required to deliver a seamless experience for our partners

Who you are
You are a results-driven self-starter who excels at identifying and executing partnership opportunities. You're a quick-learning problem solver who thrives in ambiguous environments while managing multiple priorities. With your strong business development drive and passion for fintech, you're comfortable leading client meetings and representing the company at conferences to drive growth.
We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:

• 4+ years of experience in partnerships, business development, sales, marketing, or a related field
• Experience in negotiation and partnership proposal development preferred
• Experience with CRM and project management tools
• Strong analytical and problem-solving skills
• Excellent communication skills that enables close working relationships with key leaders internally and externally

Preferred qualifications:

• Experience in sales or working in payments, fintech or a fast-growing start-up
• Experience with partner ecosystem development

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.
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