Director, GTM Partnerships, 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.

About the role...

As Partnerships Director, France & Spain, you will lead and develop a team of four partnership managers:

• Two Accounting Partnerships Managers

• One Venture Capital Partnerships Manager

• One Travel & E-commerce Partnerships Manager

You will own the partnerships strategy and commercial performance across both markets, building a channel-led growth engine that generates qualified introductions, partner-sourced pipeline and net-new business for Airwallex.

This is a strategic, hands-on player-coach role. You will set direction, develop the team and build the operating model, while personally sourcing, negotiating, activating and growing strategic partnerships.

The role is focused on commercial partnerships and lead generation—not technical integrations. The initial priority is to build the Accounting and Travel & E-commerce channels across France and Spain. The broader scope includes Payments and Venture Capital and may evolve with business priorities.

The role is based in either France or Spain, with a minimum of three days per week in the relevant Airwallex office.

What you’ll do...

• Own the France and Spain partnerships strategy, 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.

• 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 VC.

• Ensure signed partnerships become active commercial channels, not passive logos.

• Work with Sales on account mapping, lead routing, qualification, follow-up and conversion of partner-sourced opportunities.

• Track active partners, referrals, opportunities, sourced and influenced pipeline, conversion, time to first referral and revenue contribution.

• Test partner segments and commercial motions; scale what creates quality pipeline and stop what does not.

• Work cross-functionally with Marketing, RevOps, Product, Solutions, Risk and Compliance to remove friction from the partner journey.

What you’ll bring...

• 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 and personally open the first doors, lead key meetings and progress strategic partnerships.

• Experience designing partner ICPs, activation motions, attribution and channel performance management.

• Experience leading, coaching or developing partnership professionals is preferred. 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.

• Professional English plus native or bilingual French or Spanish. Native or bilingual proficiency in the other local language is a strong advantage, but not required.

• Comfortable with CRM, funnel metrics, partner economics and basic business cases.

Who you are...

• Strategic and hands-on: you can set direction while staying close to partners, pipeline and commercial details.

• Channel-led: you care about net-new business and revenue, not only signed agreements or ecosystem visibility.

• A builder: you create structure from zero, test quickly and learn without waiting for a perfect playbook.

• Commercially accountable: you use data to decide where to invest, coach or stop.

• A player-coach: you develop people while continuing to win strategic partnerships yourself.

What success looks like...

• The four partnership managers have clear mandates, partner ICPs, account priorities and measurable pipeline objectives.

• Accounting and Travel & E-commerce have prioritised partner strategies and active channel motions in France and Spain.

• Partner cohorts are recruited, activated and connected to repeatable referral, reseller or co-selling motions.

• You personally own strategic partnerships that contribute materially to Airwallex’s growth.

• Partner-sourced and partner-influenced pipeline is accurately tracked and converted with clear Sales ownership.

• The team scales the highest-performing partner segments and quickly deprioritises inactive or low-potential relationships.

Why join Airwallex...

You will own a strategic growth engine across France and Spain and shape how Airwallex builds channel-led growth in the region.

• Director-level ownership across two European markets

• Strategic and hands-on player-coach role

• Direct ownership of partner-sourced growth and strategic partnerships

• Opportunity to build scalable channels across Accounting, Travel, E-commerce, Payments and VC

• Hybrid role in France or Spain: minimum three days per week in the relevant office

• Competitive salary, commission and equity

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.