GTM Partnerships Manager (Partner Acquisition)

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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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 you’re 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 you’re 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. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. What you'll do You will work closely with other members of the GTM partnerships team and the sales team to nurture and grow both new and existing partners, and you will take ownership over the account management and continued growth of partners. This is a great opportunity to join that team and help shape the next phase of Airwallex’s growth in the Hong Kong region. Responsibilities: Recruit, qualify, and onboard new channel partners to generate client referrals. Educate partners on the Airwallex product suite and the partner journey, activate partners to increase overall client referral activities, and manage the day-to-day operations and maintenance of partners. Uncover partners' motivations and devise initiatives and incentives to drive scalable growth across different groups of partners. Identify and resolve roadblocks/ objections to obtain buy-ins from partners and key stakeholders. Coordinate with cross-functional teams within Airwallex, including strategy, operations and finance where required to deliver a seamless experience for our partners. Who you are: You are results-driven and hold yourself accountable for delivering on growth targets. You are a relationship builder with strong channel partnerships and contacts to leverage from. You are creative and are excited about delivering impactful partnerships in unique and strategic ways. You have extensive experience with best-practice partnership management. You are a proactive self-starter who can independently identify and execute new partnership opportunities. You are comfortable with change. You can navigate through ambiguity and are excited to be part of a fast-paced company experiencing hyper-growth. You are relatable and effective at communicating and managing relationships with external partners. What you will bring: 4+ years’ experience in partnership acquisition or business development. Experience in negotiation and partnership proposal development preferred. Experience in sales or working in tech or a fast-growing start-up would be advantageous. Excellent communication skill that enables close working relationships with key leaders internally and externally. Excellent written, verbal and in-person communication skills (Cantonese & English mandatory, Chinese good-to-have) Strong analytical skills with experience with tools including Excel, PowerPoint, etc. Bachelor’s degree or equivalent. 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.