Defence Technology Bd Manager - Growth & Partnerships

Client 1; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Airwallex is looking for a strategic Partnerships Manager to grow and manage our AU ANZ partner network. You will own a portfolio of partnerships across accounting, vCFOs, business advisory, and ecommerce agencies, driving referrals and co-marketing opportunities.

The role requires 3–8 years in partnerships or related fields, strong communication, and the ability to operate in a fast-growing fintech environment. Melbourne/Sydney presence and collaboration with cross-functional teams are expected.

Qualifications

• 3-8 years of partnerships, software sales, or business development experience.
• Strong network with referral partners in accounting/finance or related sectors.
• Excellent written, verbal, and in-person communication skills.
• Prior FinTech, SaaS, or accounting background is favorable.

Responsibilities

• Own and manage a portfolio of partnerships across Accounting, Virtual CFOs, Business Advisory, and Ecommerce Agency partners.
• Lead processes to acquire and enable new partnerships: prospecting, meetings, contracting, onboarding.
• Ensure partners stay active and engaged to drive referrals and commercial impact.
• Coordinate with sales, legal, strategy, operations, and finance to deliver a seamless partner experience.
• Maintain ongoing partner relationships to sustain long-term collaboration and referrals.
• Ideate and test new go-to-market strategies to grow the partner network in Australia.

Skills

Partnerships

Channel sales

Relationship management

Strategic thinking

Education

Bachelor's degree

Job description

GTM Partnerships Manager, AU, SME & Growth

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 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 2,700 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.

We are seeking a strategic, data-driven Partnerships Manager to join the ANZ team. This role will join an existing team that is at the start of an exciting growth chapter. You will be helping build out the partnerships function and will support both the strategy and execution of growth initiatives in the region.

The Partnerships Manager, AU is responsible for building and expanding Airwallex’s partner relationships, specifically across our key core industries: Accountants and Bookkeepers, vCFOs, Business Advisory firms, VCs & Startups and E-commerce agencies. Airwallex’s partner relationships drive brand awareness, customer acquisition, as well as co-marketing and in-person opportunities.

What You’ll Do

• Own an existing Partner Portfolio of existing relationships, some of which will be Airwallex ambassadors and strategic partners, across Accounting, Virtual CFOs, Business Advisory and Ecommerce Agency partners.
• Manage processes for acquiring new partnerships including prospecting, meetings, contracting, onboarding, and on-going enablement/activation.
• Implement strategies to ensure partners remain consistent and active in their engagement, referral volume and commercial impact, ensuring they don’t go dormant or become inactive.
• Coordinate with cross-functional teams within Airwallex, including sales, legal, strategy, operations, and finance where required to deliver a seamless experience for our partners.
• Maintain ongoing engagement with partners to build a long-lasting relationship that drive referrals to Airwallex.
• Constantly ideate and experiment new go-to-market ideas to further build and scale the Airwallex partner network in Australia.

Who You Are

• You are results-driven and hold yourself accountable for delivering on growth targets.
• You are a relationship builder with strong channel partnerships and contacts to leverage from (potentially with an accounting or finance background).
• You are comfortable with in person presentations and meetings.
• You are creative and excited about delivering impactful partnerships in unique and strategic ways.
• You have extensive experience with best-practice partnership management, portfolio management and know how to keep partners active and engaged.
• You are a proactive self-starter who can independently identify and execute new partnership opportunities.
• You are comfortable with change. You can navigate through ambiguity and are excited to be part of a fast-paced company experiencing hyper‑growth.
• You are relatable and effective at communicating and managing relationships with external partners.

What You’ll Bring

• 3-8 years’ experience in partnership roles, software sales, or other business development. Experience in tech partnership channel sales is preferred.
• You have existing relationships, or a strong network with referral partners in the accounting industry, and or other industry verticals.
• Excellent written, verbal, and in-person communication + presentation skills.
• Prior experience in FinTech, SaaS or as an accountant is favourable.
• Bachelor’s degree or equivalent.

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.