Senior Partnerships Manager Startup and VC Ecosystem, France

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

Airwallexs SME & Growth team partners with ambitious SMB and midmarket businesses operating across borders helping them get paid manage FX pay suppliers and issue cards from a single platform.

In France were in build mode: a lean highcalibre commercial team in a large greenfield market.

Youll work at the intersection of Sales Partnerships and Marketing building an ecosystem with VCs accelerators and the startup community to fuel our SME & Growth franchise in France (and selectively across EMEA).

About the role

Reporting to the Head of Sales SME & Growth France and working closely with EMEA Partnerships you will be Partnerships Manager VC & Startup Ecosystem building and scaling a new growth vector for Airwallex in France.

You will design and execute our strategy with VCs accelerators incubators and startup platforms in France fully aligned with our EMEA vision om endtoend from sourcing and signing partners to enabling their teams to turning relationships into qualified pipeline and revenue. Youll own partnersourced targets be the primary contact for priority partners and coordinate with Sales Marketing SDRs and Product.

The role is based in Paris in a hybrid model (min. 3 days/week in office).

What youll be doing

• Build and own the VC & startup ecosystem strategy in France: define objectives target partner archetypes and prioritisation and segment partners by fit and revenue potential.

• Originate negotiate and sign highvalue partnerships with leading VCs accelerators and startup programmes in core Airwallex verticals; structure winwin commercial and marketing agreements and coordinate internal approvals.

• Activate partners and generate pipeline via webinars office hours clinics demo days and joint events; work with Marketing SDRs and Sales to run repeatable motions and optimise partnersourced funnel from reach to revenue.

• Act as an ecosystem ambassador representing Airwallex at key events building deep relationships with GPs platform teams and founders and translating ecosystem trends into opportunities.

• Partner internally with Sales Marketing and Product on target segments rules of engagement and feedback loops (product gaps pricing packaging use cases).

• Own performance and reporting on partnersourced pipeline revenue and portfolio penetration maintaining strong CRM hygiene and providing regular datadriven updates to the Head of Sales.

You are...

• An ecosystem builder who enjoys creating networks and scalable programmes in the VC / startup world.

• Commercial and outcomedriven comfortable negotiating and closing and focused on pipeline conversion and revenue.

• Strategic and structured able to turn broad goals into clear strategy priorities and operating rhythm.

• Handson lowego and creative happy to do the work yourself and design compelling partner value propositions with limited playbooks.

• Datadriven and resilient using metrics to prioritise and iterate and thriving in 01 ambiguous environments.

• Relationshiporiented building trust quickly with senior stakeholders and maintaining longterm winwin relationships.
  

Minimum qualifications

• 6 years in partnerships business development strategy or ecosystem roles in highgrowth environments (SaaS fintech payments or B2B tech) including 3 years directly in partnerships / ecosystem.

• Proven exposure to the VC / startup ecosystem (working with or within VCs accelerators incubators or programmes) with examples of programmes targeting early and growthstage companies.

• Existing network with VCs accelerators and startup communities in France (ideally across SaaS ecommerce and/or travel) and a track record of leveraging it.

• Experience running partner programmes endtoend (strategy sourcing contracting activation comarketing optimisation) and delivering measurable commercial outcomes.

• High comfort with data and tools (GSuite / Excel Salesforce CRM and ideally BI tools like Looker).

• Strong interest in fintech international payments FX and multicurrency products and ability to understand startup use cases.

• Excellent written and verbal communication in French (native) and English (professional); Spanish or Italian is a plus.

• Bachelors degree in Business Finance Engineering or related field or equivalent experience.

Why join Airwallex

At Airwallex youll have the chance to make a disproportionate impact in a rapidly growing global fintech with competitive salary attractive commission and meaningful France were in hard scaling mode backed by a committed 71m investment to build a categorydefining franchise. Youll join at a pivotal moment with high ambition and plenty still to build ideal for an ecosystem builder who wants to shape how Airwallex partners with VCs accelerators and the next generation of European scaleups.

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