Enterprise Alliances Manager

Airwallex; Greater London; Hybrid; GBP 90,000 - 145,000; Full time

Job summary

Airwallex, a London-based AI-native financial operating system, seeks a senior Partnerships leader to own the EMEA strategy and drive revenue through strategic alliances. You will interface with Finance, Procurement, IT leaders, and consultancies to build a scalable partner ecosystem, while collaborating with product and marketing to accelerate growth.

The role is hybrid with three days in the London office, requiring a track record of closing high-value partnerships and a deep network in

Qualifications

• 6+ years in partnerships, alliances, channel, or business development, ideally in SaaS or fintech.
• Quota-carrying background with a track record of closing enterprise deals or revenue-generating partnerships.
• Experience selling to Finance, Procurement, or IT leaders, including CFOs, FDs, and Heads of Procurement.
• A network in at least one of consultancies, ERP or T&E ecosystems, or private equity.
• Confidence structuring and negotiating commercial agreements, and influencing senior stakeholders.
• An ownership mindset: comfortable building from a blank page and measuring the result.
• Familiarity with spend management, corporate cards, AP automation, or cross-border payments.
• Experience with marketplace or integration-led partner programmes.
• Additional European languages.

Responsibilities

• Define the EMEA partnership strategy, joint business plans, and KPIs, including partner-sourced and partner-influenced pipeline, revenue, and activation.
• Source, negotiate, and close partners across consultancies and GSIs, ERP and procurement ecosystems, technology partners, and private equity firms.
• Enable partner sales teams to position Airwallex with confidence, and work with Enterprise AEs to bring partners into live deals early.
• Run regular business reviews with priority partners, and own commercial terms, amendments, and renewals with Legal.
• Plan joint events and campaigns with Partner Marketing.
• Feed partner and customer insight to Product, and document what works in repeatable playbooks.

Skills

Partnerships

Enterprise sales

Stakeholder management

Fintech/SaaS knowledge

Job description

About Airwallex

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.

How you'll make impact

Enterprise finance teams rarely choose a spend platform alone. ERP vendors, consultancies, procurement and T&E platforms, and technology partners are usually involved. You'll build and run the partnerships that put Airwallex in front of those buyers, turning them into a repeatable source of pipeline and revenue across Europe. This is a hands-on commercial role with a number to hit.

• Define the EMEA partnership strategy, joint business plans, and KPIs, including partner-sourced and partner-influenced pipeline, revenue, and activation.

• Source, negotiate, and close partners across consultancies and GSIs, ERP and procurement ecosystems, technology partners, and private equity firms.

• Enable partner sales teams to position Airwallex with confidence, and work with Enterprise AEs to bring partners into live deals early.

• Run regular business reviews with priority partners, and own commercial terms, amendments, and renewals with Legal.

• Plan joint events and campaigns with Partner Marketing.

• Feed partner and customer insight to Product, and document what works in repeatable playbooks.

You'll work from our London office three days a week.

What we're looking for

Essentials

• 6+ years in partnerships, alliances, channel, or business development, ideally in SaaS or fintech.

• A quota-carrying background, with a track record of closing enterprise deals or revenue-generating partnerships.

• Experience selling to or through Finance, Procurement, or IT leaders, including CFOs, FDs, and Heads of Procurement.

• A network in at least one of consultancies, ERP or T&E ecosystems, or private equity.

• Confidence structuring and negotiating commercial agreements, and influencing senior stakeholders.

• An ownership mindset: comfortable building from a blank page and measuring the result.

Preferred

• Familiarity with spend management, corporate cards, AP automation, or cross-border payments.

• Experience with marketplace or integration-led partner programmes.

• Additional European languages.

You'll thrive here if

• You have a track record of hitting your numbers, and you're motivated by stretch goals.

• You're comfortable with ambiguity. Give you a problem, not a prescription, and you'll run with it.

• You own the outcome and you don't wait for permission to fix what's broken.

• You're comfortable making decisions with incomplete information and moving quickly anyway.

• You know when to align and when to just decide. Collaboration isn't a way to avoid accountability.

Learn more about your team

Financial & Strategic Partnerships builds the relationships that expand what our platform can do and where it can go next. This team structures deals with financial institutions, fintech platforms, and enterprise software companies that embed Airwallex's infrastructure into their own products: commercially complex work that accelerates growth, opens new markets, and extends distribution reach.

It's a function for strategic thinkers and dealmakers who think in systems, with range across commercial negotiation, technical scoping, and cross-functional coordination. The work is open-ended by nature, and the best outcomes come from people who thrive without an inherited playbook.

If you want to identify, define, and negotiate consequential commercial relationships at the frontier of global finance, this team does the kind of work that will challenge and motivate you.

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.