GTM Partnerships Manager, SME & Growth (Payment Acceptance)

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 200,000 businesses worldwide - including Brex, Rippling, 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 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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.
Overview
We are seeking a highly motivated and experienced Payments Business GTM Expert to join our growing team. This critical role will be responsible for expanding our offline acquiring business in the SEA region, which encompasses partnership with SAAS, POS and payment platforms, 1st party engagement with brand companies. The ideal candidate possesses deep expertise in the payments ecosystem, business development, partnership relations in upper and downstreams, and the operational intricacies of face-to-face transactions, card present schemes, and related regulatory compliance as well.
Responsibilities include:

• Own strategy formulation and execution of GTM Partnerships, including defining target partner segments, tiering, commercial models and activation plans to drive partner-sourced and partner-influenced revenue
• Develop a high-performing GTM Partnership collaboration relationship with including Inbound Sales, Account Management, Marketing, Onboarding, Operations and Product to deliver a seamless experience for merchants and partners, to consistently hit and exceed targets
• Lead key partners and ecosystem initiatives in SEA such as partner appreciation events, co-marketing programs and ecosystem collaborations, using them to deepen strategic relationships and unlock new revenue opportunities
• Identify bottlenecks, points of friction, and manual tasks within current workflows and drive automation and process re-engineering efforts to improve efficiency and reduce operational risk.

Cross-Functional Collaboration

• Work closely with Product Management to develop product requirements for new features or industry vertical solutions related to offline acquiring technology.
• Provide subject matter expertise to Sales and Account Management teams regarding features, operational capabilities, limitations, and timelines for merchant solutions.
• Partner with Ops, Finance and Risk teams to manage operational float and suitable policies for merchants in different industries.

Who you are

• You are a builder of builders - you don't just create partnerships, you build systems, playbooks and teams that scale them
• You are accountable for outcomes at a team level, consistently delivering against revenue targets through others
• You have a strong grasp of what great looks like in partnerships, and actively coach your team to execute with quality and consistency
• You think in systems - designing repeatable partner motions, segmentation, and operating rhythms that drive predictable growth
• You are commercially sharp and strategic, able to prioritise the highest-impact opportunities and guide the team accordingly
• You are hands-on when needed, but know when to step back and empower your team to own execution
• You are comfortable with ambiguity and change, and can bring clarity, direction and momentum to your team in a fast-paced, high-growth environment
• You are an influential communicator, able to align senior internal stakeholders and external partners around a shared vision

Minimum qualifications:

• 5+ years' experience in partnerships, sales, marketing, business development or GTM strategy, with a track record of driving revenue. Experience in partner portfolio strategy, partnership proposal development, and negotiation preferred
• 2+ years of people management experience leading a team of at least 3, including hiring, coaching, and performance management in a commercial or partnerships function
• Excellent written, verbal and in-person communication skills, with the ability to influence senior external stakeholders and collaborate effectively across internal teams
• Strong analytical skills and data fluency, with hands-on experience using tools such as Excel / Google Sheets and PowerPoint / Slides to analyse performance, build business cases and communicate recommendations
• Experience working in technology, fintech or a high-growth startup or scale-up environment, with comfort operating in ambiguity and building processes as you go
• Bachelor's degree or equivalent practical experience

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.