GTM Partnerships Manager, B2B, SME & Growth, CN

Airwallex; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Airwallex is expanding its cross-border B2B payments partnerships. You will build and manage partner channels, identify key partners, and negotiate agreements that align with shared value.

You will also educate partners about Airwallex products and manage ongoing relationships. This role requires strong communication, a results-driven mindset, and the ability to work across time zones with a globally distributed team.

Qualifications

• Bachelor’s degree or above is required.
• 2+ years of experience building B2B channels or partnerships.
• Strong communication and presentation skills for independent negotiations.
• Ability to learn Airwallex products and relevant industry knowledge quickly.
• Results-driven with resilience in a fast-paced environment.

Responsibilities

• Build and manage partnership channels for cross-border B2B payments.
• Identify partners with access to B2B customers through various channels.
• Negotiate partnerships and create sustainable referral models.
• Strengthen partner relationships through regular communication and training.
• Identify and manage risks in channel partnerships and implement safeguards.

Skills

Partnership development

Negotiation

Communication

Cross-border payments knowledge

Strategic thinking

Risk awareness

Education

Bachelor’s degree or above

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

You'll help expand Airwallex's cross-border B2B payments business by building and managing effective partnership channels. You'll identify partners with access to B2B customers, create sustainable referral relationships, and help partners understand where Airwallex can deliver the most value.

• Build and manage partnership channels for Airwallex's cross-border B2B payments business

• Identify and develop partners with access to B2B customers through direct prospecting, referrals, industry events and other relationship-building channels

• Negotiate commercial partnerships, align both sides around shared value, and create sustainable referral models that support your business goals

• Strengthen partner relationships through regular communication and training, helping partners understand our target customer profile and communicate the value of Airwallex's products more effectively

• Identify and manage risks in channel partnerships, anticipate potential issues, and put appropriate safeguards in place

What we’re looking for

Essentials

• Bachelor’s degree or above

• Two or more years of experience developing B2B business channels or partnerships

• Strong communication and presentation skills, with the ability to lead commercial negotiations independently and manage ongoing partner relationships

• Strong learning ability, with the ability to quickly understand Airwallex’s products and relevant industry knowledge

• A results-oriented and self-motivated approach, with resilience in a fast-paced environment

• Strong logical thinking and synthesis skills, including experience breaking business goals into channel targets and process-management metrics

• A clear understanding of risk awareness and the ability to identify potential issues in cross-border payments and channel partnerships

Preferred

• Experience managing channels in cross-border payments, SaaS, ERP, banking, finance or tax services

• Experience building long-term partner relationships through partner enablement, training and regular business reviews

You’ll thrive here if

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

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

• You’re comfortable operating across time zones with a globally distributed team, including colleagues based in APAC and EMEA.

• You say what you mean. You’re direct, but you lead with respect.

• You connect dots across functions and hold the big picture without losing grip on the details.

Learn more about your team

SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You’re not selling a feature. You’re helping founders and finance leaders replace fragmented financial operations with one global system that actually scales.

It’s a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward.

If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it.

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.