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.

Overview

We are seeking a highly motivated and experienced Payments Business GTM Expert to join our growing team. This critical role will be responsible for expanding our offline acquiring business in the SEA region which encompasses partnership with SAAS POS and payment platforms 1st party engagement with brand companies. The ideal candidate possesses deep expertise in the payments ecosystem business development partnership relations in upper and downstreams and the operational intricacies of face-to-face transactions card present schemes and related regulatory compliance as well.

Responsibilities include:

• Own strategy formulation and execution of GTM Partnerships including defining target partner segments tiering commercial models and activation plans to drive partnersourced and partnerinfluenced revenue

• Develop a highperforming GTM Partnership collaboration relationship with including Inbound Sales Account Management Marketing Onboarding Operations and Product to deliver a seamless experience for merchants and partners to consistently hit and exceed targets

• Lead key partners and ecosystem initiatives in SEA such as partner appreciation events comarketing programs and ecosystem collaborations using them to deepen strategic relationships and unlock new revenue opportunities

• Identify bottlenecks points of friction and manual tasks within current workflows and drive automation and process re-engineering efforts to improve efficiency and reduce operational risk.

Cross-Functional Collaboration

• Work closely with Product Management to develop product requirements for new features or industry vertical solutions related to offline acquiring technology.

• Provide subject matter expertise to Sales and Account Management teams regarding features operational capabilities limitations and timelines for merchant solutions.

• Partner with Ops Finance and Risk teams to manage operational float and suitable policies for merchants in different industries.

Who you are

• You are a builder of builders you dont just create partnerships you build systems playbooks and teams that scale them

• You are accountable for outcomes at a team level consistently delivering against revenue targets through others

• You have a strong grasp of what great looks like in partnerships and actively coach your team to execute with quality and consistency

• You think in systems designing repeatable partner motions segmentation and operating rhythms that drive predictable growth

• You are commercially sharp and strategic able to prioritise the highest-impact opportunities and guide the team accordingly

• You are hands-on when needed but know when to step back and empower your team to own execution

• You are comfortable with ambiguity and change and can bring clarity direction and momentum to your team in a fast-paced high-growth environment

• You are an influential communicator able to align senior internal stakeholders and external partners around a shared vision

Minimum qualifications:

• 5 years experience in partnerships sales marketing business development or GTM strategy with a track record of driving revenue. Experience in partner portfolio strategy partnership proposal development and negotiation preferred

• 2 years of people management experience leading a team of at least 3 including hiring coaching and performance management in a commercial or partnerships function

• Excellent written verbal and inperson communication skills with the ability to influence senior external stakeholders and collaborate effectively across internal teams

• Strong analytical skills and data fluency with handson experience using tools such as Excel / Google Sheets and PowerPoint / Slides to analyse performance build business cases and communicate recommendations

• Experience working in technology fintech or a highgrowth startup or scaleup environment with comfort operating in ambiguity and building processes as you go

• Bachelors degree or equivalent practical experience

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