Associate Director, Strategic Partnerships

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 150,000 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 1,700 of the brightest and most innovative people in tech across more than 37 locations around the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

About the team

The Strategic Partnerships team at Airwallex is a collaborative group of dealmakers and relationship builders, passionate about forging strategic alliances that accelerate Airwallex's growth. We leverage our deep industry knowledge and financial acumen to identify and nurture win-win partnerships with leading companies, fintech innovators, and financial institutions. Together, we share a vision of unlocking opportunities for global businesses, working closely with internal stakeholders to ensure seamless integrations and maximize value for both Airwallex and our partners.

What you’ll do

The Associate Director, Strategic Partnerships, Americas, will play a critical role in driving business growth by identifying, developing, and managing some of the most pivotal and complex partnerships globally for Airwallex. Highly cross-functional, this role will work across key teams, including legal, product, operations, sales, marketing, and more, quarterbacking impactful strategic commercial and product integrations to accelerate Airwallex’s growth. This individual will be responsible for forming and nurturing key relationships with partners that align with the company’s business objectives, creating synergies that result in significant user adoption and revenue growth. 

This role is based in San Francisco or New York.

Responsibilities:

• Translate Airwallex’s key objectives into a comprehensive partnerships and outbound strategy, identifying target partners and mutually synergistic use-cases and being able to communicate and convince effectively

• Establish and maintain strong relationships with key stakeholders, externally with executives and decision makers, and internally with cross-functional teams

• Lead product integration scoping and structure/negotiate partnership agreement and value exchanges that are mutually beneficial, ensuring appropriate risk mitigation and securing collaborative cross-functional buy-in

• Craft a multitude of deal types and own partner relationships across verticals, structures, and deal stages (pre-deal, implementation and post-deal partner management)

Who you are

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:

• Bachelor’s degree

• Minimum 7 years of experience in strategic partnerships, business development, product or related roles

• Proven track record of being able to think strategically and manage complex dynamics and motivations

• 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

• Ability to craft product integrations, think through product or commercial nuances

• Strategic thinker with the ability to translate strategy into actionable plans, and deal with significant ambiguity

• Quantitative capacity to measure partnership ROI, understand performance metrics and optimization levers

Preferred qualifications:

• Prior fintech and payments experience

• Prior partnerships and deal making experience

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.

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.