Director, GTM Partnerships, ANZ
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Posted on:
Yesterday
Vacancies:
1 Vacancy
Job Summary
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.
What youll do
As Director GTM Partnerships ANZ you will be a senior leader reporting directly to the Head of ANZ. You will own the end-to-end partnerships strategy for Australia and New Zealand driving pipeline revenue and product adoption through a differentiated partner ecosystem. This role goes beyond traditional referral channels encompassing platform SaaS embedded finance and strategic distribution partnerships. You will define how partnerships work at Airwallex in ANZ embedding them as a core growth lever across the business and representing Airwallex as a senior leader in the partner ecosystem.
Responsibilities:
Define and own the ANZ partnerships strategy aligned to Airwallexs commercial and product priorities.
Set clear priorities across partner types including accounting e-commerce SaaS platforms start-ups and strategic distribution partners.
Design scalable partner motions moving beyond one-off referral relationships to long-term integrated partnerships.
Drive partner-sourced pipeline revenue and customer acquisition with clear accountability for outcomes.
Structure negotiate and close strategic partnerships including commercial models incentives and joint go-to-market plans.
Ensure partnerships are commercially viable measurable and integrated into core GTM execution.
Work closely with Product and Engineering to influence roadmap priorities where partnerships require deeper integrations or embedded finance capabilities.
Shape partner-led product use cases and value propositions in collaboration with Product Marketing and Sales.
Partner closely with Sales Marketing RevOps Finance and Operations to ensure partnerships are well-governed and effectively executed.
Act as the senior internal owner for partnerships setting operating rhythm reporting and performance standards.
Lead develop and scale a high-performing team of GTM Partnership Managers setting clear objectives performance expectations and development plans.
Build a strong execution culture with a focus on accountability and impact.
Represent Airwallex as a senior leader in the ANZ partner ecosystem building and maintaining long-term strategic relationships with senior executives and founders at partner organisations.
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:
Senior commercially minded partnerships leader comfortable operating at director level.
Experienced in building and scaling partnerships in payments fintech SaaS or high-growth technology businesses.
Strategic but hands-on with a strong bias toward execution and measurable outcomes.
Credible with senior internal and external stakeholders including product engineering and executive leadership.
Comfortable navigating ambiguity and building structure in fast-growing environments.
1015 years experience in partnerships business development sales or GTM roles.
Strong background in payments fintech SaaS platforms or high-growth technology companies.
Proven track record of designing and executing partnership strategies that deliver material revenue impact.
Deep understanding of commercial models partner economics and GTM execution.
6 years of people leadership experience including building and scaling teams.
Existing senior network across ANZ ecosystems such as accounting e-commerce SaaS fintech or technology platforms.
Preferred qualifications:
Experience leading partnerships across multiple partner types (e.g. accounting e-commerce SaaS start-ups strategic distribution).
Demonstrated success influencing product and engineering roadmaps through partnership-led initiatives.
Experience embedding partnerships as a core growth lever in a high-growth global fintech environment.
Strong commercial acumen and ability to drive strategic projects with measurable business impact.
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:
Director
Key Skills
About Company
Grow your business faster with Airwallex - global business accounts, high speed transfers, multi-currency cards, online payments, embedded finance, and more.
