GTM Partnerships Manager, B2B, SME & Growth, CN

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.   HOW YOU'LL MAKE IMPACT You'll help expand Airwallex's cross-border B2B payments business by building and managing effective partnership channels. You'll identify partners with access to B2B customers, create sustainable referral relationships, and help partners understand where Airwallex can deliver the most value. - Build and manage partnership channels for Airwallex's cross-border B2B payments business - Identify and develop partners with access to B2B customers through direct prospecting, referrals, industry events and other relationship-building channels - Negotiate commercial partnerships, align both sides around shared value, and create sustainable referral models that support your business goals - Strengthen partner relationships through regular communication and training, helping partners understand our target customer profile and communicate the value of Airwallex's products more effectively - Identify and manage risks in channel partnerships, anticipate potential issues, and put appropriate safeguards in place WHAT WE'RE LOOKING FOR Essentials - Bachelor's degree or above - Two or more years of experience developing B2B business channels or partnerships - Strong communication and presentation skills, with the ability to lead commercial negotiations independently and manage ongoing partner relationships - Strong learning ability, with the ability to quickly understand Airwallex's products and relevant industry knowledge - A results-oriented and self-motivated approach, with resilience in a fast-paced environment - Strong logical thinking and synthesis skills, including experience breaking business goals into channel targets and process-management metrics - A clear understanding of risk awareness and the ability to identify potential issues in cross-border payments and channel partnerships Preferred - Experience managing channels in cross-border payments, SaaS, ERP, banking, finance or tax services - Experience building long-term partner relationships through partner enablement, training and regular business reviews YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you're motivated by stretch goals. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You're comfortable operating across time zones with a globally distributed team, including colleagues based in APAC and EMEA. - You say what you mean. You're direct, but you lead with respect. - You connect dots across functions and hold the big picture without losing grip on the details. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping foun