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 sale