Manager, Go-To-Market Partnerships, SME & Growth

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software we empower over 200000 businesses worldwide including Brex Rippling Navan Qantas SHEIN and many more with fully integrated solutions to manage everything from business accounts payments spend management and treasury to embedded finance at a global scale.

Proudly founded in Melbourne we have a team of over 2000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price Visa Mastercard Robinhood Ventures Sequoia Salesforce Ventures DST Global and Lone Pine Capital Airwallex is leading the charge in building the global payments and financial platform of the future. If youre ready to do the most ambitious work of your career join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact accelerated learning and true ownership. You bring strong role-related expertise and sharp thinking and youre motivated by our mission and operating principles. You move fast with good judgment dig deep with curiosity and make decisions from first principles balancing speed and rigor.

Youre humble and collaborative; turn zerotoone ideas into real products and you get stuff done end-to-end. You use AI to work smarter and solve problems faster. Here youll tackle complex highvisibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you lets build whats next.

About the team
The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

The role
As the Manager Go-To-Market Partnerships SME & Growth you will build and lead the Go-to-market (GTM) partnerships team to acquire grow and manage strategic partners that generate high-quality top-of-funnel leads for Airwallex Vietnam. You will be responsible for developing and executing a comprehensive GTM strategy driving partner performance and collaborating cross-functionally to maximize impact.

This role can be based in Ho Chi Minh City or Hanoi.

Responsibilities:

• Build and lead the GTM Partnerships team: Recruit train manage and develop a team of high-performing GTM Partnership Managers creating a strong performance and coaching culture.

• Own GTM strategy and execution: Lead the GTM Partnerships function to drive a steady flow of high-value qualified leads from partners in key industries such as Retail Software Tourism and other cross-border verticals.

• Act as an individual contributor (IC): Personally identify acquire and nurture strategic partners ensuring they understand Airwallexs value proposition and are enabled to generate quality leads for the Inbound Sales team.

• Drive partner performance: Design partner programs incentives and joint activities to increase partner engagement and lead generation across priority segments.

• Cross-functional collaboration: Work closely with internal teams including Inside Sales (ISR) Strategy Marketing Sales and other relevant stakeholders to align on target segments messaging lead qualification and funnel conversion.

• Pipeline visibility and insights: Track and report on partner performance and lead flow sharing insights and recommendations to continuously improve GTM effectiveness.

Who you are
Were looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have but are not mandatory.

Minimum qualifications:

• At least 4 years of experience in a partnerships go-to-market or business development role .

• People leadership: At least 2 years of experience managing a partnership or sales team including hiring onboarding and performance management.

• Demonstrated record of high performance and strong results in previous roles.

• Strong existing network of partners in cross-border industries such as Retail Software Tourism Marketing Agencies and Wholesale.

• Excellent written verbal and in-person communication skills in both Vietnamese and English

• Excellent ability to build maintain and grow long-term relationships with partners with a focus on mutual value creation and measurable lead generation.

• Bachelors degree or equivalent.

Preferred qualifications:

• Experience in fintech payments SaaS or a high-growth startup environment.

• Familiarity with Southeast Asia markets and SME customer segments.

• Proficiency with CRM tools (e.g. Salesforce HubSpot) and Google Suite.

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 @ email address. Please apply only through 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 dont 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.

Required Experience:

Manager