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GTM Strategy & Operations Senior Manager, Ecosystem Partnerships



Sales & Business Development, Operations
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!

This role will work closely with regional commercial leaders and Strategic/Channel Partnerships team to drive our ecosystem go-to-market strategy and execution across all regions, unlocking new, more effective channels and 1:many scale. While the Strategic/Channel Partnerships team focuses on the strategic collaboration and integration of multiple partners, the go-to-market team focuses on developing and delivering coordinated strategy and GTM action plans to launch and amplify our ecosystem offering to the target market/audience. This includes identification of target vertical/audience, marketing/distribution channels and developing respective sales motions/messaging/team structure/set up/playbook/incentive plan etc. The Senior Manager, Revenue Operations (Ecosystem) will partner closely with the Strategic/Channel Partnerships team in the early stages of launch, focusing on customer activation and analyse preliminary data to iterate on the overall strategy.

This role requires strategic planning skills, partnerships/GTM execution experience, and strong stakeholder management to drive growth, innovation, and value for our company and partners.

*Internal title is Senior Manager, Revenue Operations (Ecosystems)

Key Responsibilities:

  • Identify potential partners within the ecosystem, including but not limited to complementary technology providers, professional services providers, agencies, etc.

  • Develop detailed ecosystem partnerships strategy, program framework and GTM plan (unique value proposition to partners, partner experience, partner vertical, incentive designs, enablement, etc).

  • Define and test new GTM models and motions for partnerships driven customer acquisition and product adoption (e.g. ecosystem opportunities, self-serve initiatives for unmanaged partners, partner-sourced leads generation and awareness).

  • Customize playbook in each region and by vertical and ensure necessary consistency to the global playbook.

  • Collect and analyze data by product, use case, region and other key metrics and develop new growth and sales initiatives for testing by Channel Partnerships team.

  • Understand opportunities, product/GTM requirements, gaps etc and collaborate with internal stakeholders, including partnerships, sales, marketing, product development, and executive leadership, to deliver partnership initiatives that are aligned with company goals.

  • Monitor and evaluate partnership performance against established KPIs, identifying areas for improvement and optimization.

  • Stay abreast of industry trends, market dynamics, and competitor activities to inform partnership strategies and tactics.

  • Represent the company at industry events, conferences, and other networking opportunities to promote our brand and identify potential partners.

  • Support regional channel partnerships team to negotiate partnership agreements and key commercial terms, ensuring alignment of interests and clear expectations.


  • Bachelor’s degree in business, marketing or related field. MBA or advanced degree not a must but considered to be a plus

  • 7-8 years of experience in business development, partnership management, and related roles within fintech/ technology.

  • Proven track record of successfully identifying, developing, and managing strategic partnerships that drive business growth and innovation.

  • Strong negotiation, communication, and interpersonal skills with the ability to build rapport and influence stakeholders at all levels.

  • Excellent organizational and project management skills with the ability to prioritize and manage multiple initiatives simultaneously.

  • Strategic thinker who can analyze complex issues, develop actionable insights, and drive results.

  • Entrepreneurial mindset with a passion for innovation and driving change.

  • Knowledge of the fintech ecosystem players and/or previous experience in driving partnerships will be preferred.

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.