Airwallex

Director, GTM Partnerships – ANZ

Airwallex

full-time

Posted on:

Location Type: Hybrid

Location: Sydney • Australia

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Job Level

Lead

About the role

  • Define and own the ANZ partnerships strategy, aligned to Airwallex’s commercial and product priorities.
  • Set clear priorities across partner types, including accounting, e-commerce, SaaS platforms, start-ups, and strategic distribution partners.
  • Design scalable partner motions, moving beyond one-off referral relationships to long-term, integrated partnerships.
  • Drive partner-sourced pipeline, revenue, and customer acquisition with clear accountability for outcomes.
  • Structure, negotiate, and close strategic partnerships, including commercial models, incentives, and joint go-to-market plans.
  • Ensure partnerships are commercially viable, measurable, and integrated into core GTM execution.
  • Work closely with Product and Engineering to influence roadmap priorities where partnerships require deeper integrations or embedded finance capabilities.
  • Shape partner-led product use cases and value propositions in collaboration with Product, Marketing, and Sales.
  • Partner closely with Sales, Marketing, RevOps, Finance, and Operations to ensure partnerships are well-governed and effectively executed.
  • Act as the senior internal owner for partnerships, setting operating rhythm, reporting, and performance standards.
  • Lead, develop, and scale a high-performing team of GTM Partnership Managers, setting clear objectives, performance expectations, and development plans.
  • Build a strong execution culture with a focus on accountability and impact.
  • Represent Airwallex as a senior leader in the ANZ partner ecosystem, building and maintaining long-term strategic relationships with senior executives and founders at partner organisations.

Requirements

  • Senior, commercially minded partnerships leader comfortable operating at director level.
  • Experienced in building and scaling partnerships in payments, fintech, SaaS, or high-growth technology businesses.
  • Strategic but hands-on, with a strong bias toward execution and measurable outcomes.
  • Credible with senior internal and external stakeholders, including product, engineering, and executive leadership.
  • Comfortable navigating ambiguity and building structure in fast-growing environments.
  • 10–15+ years’ experience in partnerships, business development, sales, or GTM roles.
  • Strong background in payments, fintech, SaaS platforms, or high-growth technology companies.
  • Proven track record of designing and executing partnership strategies that deliver material revenue impact.
  • Deep understanding of commercial models, partner economics, and GTM execution.
  • 6+ years of people leadership experience, including building and scaling teams.
  • Existing senior network across ANZ ecosystems such as accounting, e-commerce, SaaS, fintech, or technology platforms.
Benefits
  • Applicant Safety Policy: Fraud and Third-Party Recruiters
  • Equal opportunity employer
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
partnership strategycommercial modelspartner economicsGTM executionpipeline managementrevenue generationcustomer acquisitionnegotiationteam leadershipperformance management
Soft Skills
strategic thinkingexecution focusstakeholder managementambiguity navigationrelationship buildingaccountabilityimpact orientationcommunicationcollaborationleadership