Senior Manager, GTM Partnerships, SME & growth

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. 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 p