Hospitality Growth & Partnerships Lead

Expo Centric; Sydney; On-site; AUD 110,000 - 170,000; Full time

Job summary

Airwallex, the AI-native financial operating system, is seeking a strategic, data-driven Partnerships Manager to join the ANZ team. You will help build the partnerships function and support strategy and execution of growth initiatives across Australia and New Zealand.

You’ll manage an existing portfolio of partners across accounting, vCFOs, business advisory, VCs, startups and ecommerce agencies, coordinate with sales, legal, strategy, and finance, and develop go-to-market ideas to scale the

Qualifications

• 3–8 years’ experience in partnership roles, software sales or business development.
• Strong network with referral partners in relevant industries.
• Excellent written, verbal, and in‑person communication and presentation skills.
• Experience in FinTech, SaaS or accounting is advantageous.

Responsibilities

• Own an existing Partner Portfolio across Accounting, Virtual CFOs, Business Advisory and Ecommerce Agency partners.
• Manage processes for acquiring new partnerships including prospecting, meetings, contracting, onboarding, and enablement.
• Implement strategies to keep partners active, engaged and driving referrals.
• Coordinate with cross‑functional teams (sales, legal, strategy, operations, finance) to deliver a seamless partner experience.
• Maintain ongoing engagement to build long‑lasting relationships and scale the partner network in Australia.
• Ideate and experiment new go‑to‑market ideas to grow Airwallex partner ecosystem in ANZ.

Skills

Partnership management

Channel partnerships

Relationship building

Presentation skills

Cross-functional collaboration

Strategic thinking

Education

Bachelor’s degree

Job description

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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.\

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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.\

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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.\

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The Role

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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.\

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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.\

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What You’ll Do

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• 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.\
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• Manage processes for acquiring new partnerships including prospecting, meetings, contracting, onboarding, and on‑going enablement/activation.\
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• 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.\
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• Coordinate with cross-functional teams within Airwallex, including sales, legal, strategy, operations, and finance where required to deliver a seamless experience for our partners.\
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• Maintain ongoing engagement with partners to build a long-lasting relationship that drive referrals to Airwallex.\
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• Constantly ideate and experiment new go-to‑market ideas to further build and scale the Airwallex partner network in Australia.\
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Who You Are

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

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