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Director, GTM Partnerships



Sales & Business Development
San Francisco, CA, USA
Posted on Monday, June 3, 2024

At Airwallex (, we’re building the future of global finance on one platform. Founded in 2015 in Melbourne, Airwallex is the leading financial technology platform for modern businesses to grow beyond borders. With one of the world’s most powerful payments infrastructure, our technology empowers businesses of all sizes to accept payments, move money globally, and simplify their financial operations, all on one single platform.

If you’re excited to do the most ambitious work of your career and change the way money moves around the world - join us!

The Strategic Partnerships team develops and manages relationships with ecosystem partners that enable Airwallex’s product strategy and deliver new capabilities to Airwallex users. Our team executes high-impact, cross-functional partnerships and initiatives across new products and geographic expansion.

We are seeking a seasoned Go-to-Market leader to spearhead the distribution efforts of our most strategic integrations (i.e., with BigCommerce, Shopify or SAP) and with System Integrators (SIs). This role requires a strategic thinker with a proven track record in developing and executing comprehensive go-to-market strategies and global partnerships. The ideal candidate will possess strong leadership skills, a deep understanding of market dynamics (including BNPLs, Digital Wallets, and other non-card payment methods), and a passion for building fruitful relationships and partnerships to drive product distribution, adoption and revenue growth.

In this role, you will own the full distribution strategy of our most strategic partners, securing internal buy-in across teams, and establishing scalable levels of support to increase volume and margin for Airwallex. This is an amazing opportunity to make a significant impact and contribute to the growth and success of Airwallex's largest and most strategic global partners. The role will require close coordination with Global Sales, Marketing, and Product teams, and cross-functional stakeholders including Legal, Finance etc., and external partner executives.


  • Source new strategic deals with strategic global partners alongside our global Partner Development Managers, enhancing Airwallex’s partnership landscape.

  • Develop and implement robust go-to-market strategies aligned with organizational objectives and market trends. Coordinate with internal cross-functional stakeholders (sales, marketing, risk, compliance, product, engineering, treasury) to drive strategy execution, identifying target segments, value propositions, and competitive differentiators for optimal product penetration.

  • Drive strategy, analysis, and execution approach for integrating and distributing partnerships. Gain deep understanding of integrations, user verticals and types to create comprehensive GTM plans by partner.

  • Establish key performance indicators (KPIs) and metrics to measure go-to-market effectiveness. Continuously analyze performance, iterate strategies, and optimize outcomes to drive revenue growth.

  • Collaborate closely with Sales teams to drive enablement and co-selling efforts. Provide guidance and support their ability to effectively sell third-party products.

  • Monitor win/losses outcomes and competitor activity to inform strategy adjustments and improvements.

  • Act as the primary contact for internal and external stakeholders on go-to-market initiatives. Provide regular updates, reports, and insights to senior leadership, promoting transparency and alignment.

Minimum Requirements:

The Director, GTM Partnerships will be a seasoned professional with exceptional drive, intelligence and capability. They will be highly motivated and possess the ability and enthusiasm to make a significant impact on the future of the business. The successful candidate will be a multi-dimensional thinker who incorporates valuable past experiences while embracing new approaches and market developments. Additional personal and professional attributes include:

  • 10+ years of progressive experience managing application partnerships and building relationships with key ecosystem partners, ideally within the fintech space.

  • 10+ years of experience managing complex partnerships.

  • Strong expertise in sales, services, marketing, CRM, content and social solutions, with a solid understanding or technology organization operations.

  • Solid working understanding of the Technology organization and its operations.

  • Proven ability to shape strategic vision, drive execution and lead change effectively.

  • Proficient in verbal and written communications for building relationships, influencing stakeholders, and negotiating.

  • Outstanding leadership and motivational skills to ensure technology solutions continuously meet evolving business needs.

  • Demonstrated ability in building bench strength and delegating authority, with experience in organizational and workforce design.

  • Motivated by long-term goals and results driven, achieving short-term objectives that support long-term initiatives with urgency.

  • Experience collaborating with senior management, business units, and corporate executives to develop integrated technology strategies aligned with business objectives.

  • Should have a deep understanding of business unit drivers, processes and business models.

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.

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.