Channel Partnerships Manager, Accounting, France

About Airwallex Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 2,300 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 to see it in full. The role The Accounting Partnerships team helps Airwallex reach ambitious SMEs through the firms and technology providers they already trust: accounting firms, experts-comptables, ERP and accounting-software partners, resellers, integrators and outsourced CFO/advisory firms. As Accounting Partnerships Manager, France, you will build and grow a partner-led acquisition channel for the French market. You will identify the right partner segments, create trusted relationships, activate partners and turn those relationships into qualified introductions and pipeline for Airwallex. This is a hands-on commercial role. You will personally source and develop partners, create the partner value proposition, test referral and co-selling motions, enable partners and work closely with Sales to convert partner-sourced opportunities. You will also build the simple operating rhythm needed to scale what works. The role is focused on lead generation and partner activation, not technical integrations. You do not need to build APIs, but you must be able to understand customer problems, explain Airwallex’s value clearly and work with Product, Sales and Marketing when a partner or customer need requires support. The role is based in Paris, with a minimum of three days per week working from our office. What you’ll do Build and own the French accounting-partner strategy, aligned with the SME & Growth GTM. Define and prioritise the partner ICP across accounting firms, ERP/accounting-software vendors, resellers, integrators and outsourced CFO/advisory firms. Build a target list, map decision-makers and source new partners through outbound, warm introductions, events and existing relationships. Recruit, qualify and activate partners based on client fit, influence, willingness to recommend and ability to generate opportunities. Create simple referral, co-selling, client-introduction and co-marketing motions that produce qualified leads. Build partner messaging and enablement materials that explain Airwallex’s value to both the partner and their clients. Work with Sales Managers and AEs on account mapping, lead routing, qualification, follow-up and feedback on partner-sourced opportunities. Track partner conversations, active partners, referrals, opportunities, pipeline, conversion, time to first referral and partner-sourced revenue. Separate partner-sourced from partner-influenced performance and maintain accurate CRM attribution. Test new partner segments, messages and activation plays; double down on 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. Represent Airwallex at relevant accounting, finance, SME and technology events, webinars and partner meetings. What you’ll bring 2+ years of direct experience in partnerships, channel, alliances, ecosystem, partner sales or indirect business development. This must include personal ownership of external partner relationship