GTM Partnerships Manager - SME & Growth

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

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.

What you'll do

The GTM Partnerships team at Airwallex drives new customer acquisition through strategic partners and builds scalable partnership models that convert ecosystem relationships into meaningful business outcomes.

This role focuses on cross-border e-commerce ecosystem, corporate secretarial firms etc. This role is expected to generate qualified leads and turn institutional relationships into customer onboarding opportunities and create repeatable collaboration models that help Korean businesses grow globally with Airwallex.

Responsibilities:

• Build and deepen partnerships with partners to drive lead generation for Airwallex.

• Develop structured collaboration plans that translate institutional partnerships into customer onboarding opportunities.

• Lead joint initiatives such as seminars, workshops, webinars, campaigns, referral programs, and member education sessions with partner organizations.

• Work closely with external institutions to identify member needs and position Airwallex as a practical solution for cross-border growth.

• Drive partnership discussions from relationship building to execution, including collaboration frameworks and formal partnership agreements where relevant.

• Build repeatable partner motions that help institutional partners consistently introduce and onboard qualified businesses to Airwallex.

• Collaborate internally with sales, marketing, product, and operations teams to ensure partnership programs convert into measurable outcomes.

Who you are
Requirements:

• Someone with experience generating leads through partnerships in the cross-border e-commerce space.

• Someone who has worked closely with marketplaces, e-commerce enablers, agencies, logistics providers, tax advisors, settlement partners, or similar ecosystem players.

• Someone who understands the merchant journey and can identify where partnership collaboration can create commercial value.

• Someone who may not have direct lead generation ownership, but has worked in a partnership-led sales environment and driven meaningful commercial outcomes.

• Someone who can work across multiple stakeholders and convert ecosystem collaboration into tangible pipeline.

Preferred qualifications:

• Experience with partner-led lead generation or co-selling in cross-border e-commerce.

• Strong understanding of merchant pain points across payments, FX, operations, logistics, tax, and reconciliation.

• Experience selling to or supporting Korean merchants expanding internationally.

• Knowledge of competitive solutions and ecosystem dynamics in global commerce.

What success looks like:

• Build a strong network of ecosystem partners that already serve cross-border merchants.

• Launch repeatable campaigns and co-selling motions that generate measurable pipeline.

• Improve lead quality and conversion by refining partner targeting, messaging, and execution.

• Position Airwallex as a relevant operating partner for merchants scaling internationally.

국문 버전
About the team

Airwallex의 GTM Partnerships 팀은 전략적 파트너와의 협업을 통해 신규 고객 유입을 만들고, 파트너십을 실제 사업 성과로 연결하는 구조를 설계하고 운영합니다.
이 역할은 정부기관, 산업 협회, 상공회의소, 유관 단체 등 한국 기업의 커머스, 수출, 핀테크 도입, 해외 진출을 지원하는 기관들과의 협업에 초점을 둡니다. 단순한 관계 구축을 넘어, 기관 협력을 실제 고객사 온보딩과 반복 가능한 리드 소스로 연결하는 역할이 중요합니다.

What you’ll do

• 크로스보더 비즈니스와 관련된 조직 (예: 크로스보더이커머스, 해외 현지 법인 설립 등)과의 파트너십을 발굴하고 강화합니다.

• 파트너십을 통해 고객사 온보딩으로 연결할 수 있는 구조화된 협업 모델을 설계합니다.

• 세미나, 웨비나, 교육 세션, 공동 캠페인, 추천 프로그램 등 기관과의 공동 프로그램을 기획하고 실행합니다.

• 기관/조직이 보유한 회원사 또는 지원 대상 기업의 니즈를 파악하고, Airwallex를 해외 확장을 위한 실질적 솔루션으로 포지셔닝합니다.

• 관계 형성부터 실행까지 주도하며, 필요 시 협업 프레임워크나 MOU 체결 논의도 리드합니다.

• 기관 파트너가 지속적으로 적합한 고객사를 소개하고 온보딩할 수 있도록 반복 가능한 운영 방식을 만듭니다.

• 내부 영업, 마케팅, 제품, 운영 팀과 협업해 파트너십 프로그램이 실제 성과로 이어지도록 관리합니다.

Who we’re looking for

• 정부기관, 협회, 유관 단체와의 파트너십 운영 경험이 있는 분

• 한국 기업의 수출, 커머스, 핀테크, 해외 진출 지원 구조에 대한 이해가 있는 분

• 신뢰 기반의 외부 관계를 실제 사업 성과와 고객 온보딩으로 연결해본 경험이 있는 분

• 다양한 이해관계자를 조율하고, 프로그램성 협업을 꾸준히 실행할 수 있는 분

• 관계 중심 환경에서도 사업 감각을 갖고 실행할 수 있는 분

Preferred qualifications

• KITA, KOTRA, 핀테크 협회, 뷰티 협회, 상공회의소, 현지법인설립사 등과 긴밀히 협업한 경험

• MOU 체결 논의 또는 공식 파트너십 프레임워크 수립 경험

• 한국 기업의 해외 진출 지원 프로그램 관련 경험

• 외환, 크로스보더 비즈니스, 해외 법인 설립 관련 이해 또는 경험

What success looks like
이 역할의 성공은 신뢰도 높은 기관 파트너십을 구축하고, 이를 통해 Airwallex에 적합한 고객사의 온보딩 기회를 꾸준히 만드는 것입니다.

• 우선순위가 높은 기관 파트너 포트폴리오를 구축하고 긴밀한 협업 관계를 만듭니다.

• 반복 가능한 공동 프로그램을 통해 인지도, 리드, 온보딩을 지속적으로 창출합니다.

• 한국 기업의 해외 확장을 지원하는 신뢰도 높은 파트너로 Airwallex를 포지셔닝합니다.

• 관계 중심의 협업을 실제 파이프라인과 온보딩 성과로 연결합니다.

Application tips
지원서에는 아래 내용이 잘 드러나면 좋습니다.

• 어떤 기관, 협회, 공공 생태계 파트너를 담당했는지

• 어떤 공동 프로그램을 운영했고, 어떤 사업 성과를 만들었는지

• MOU, 공식 파트너십 구조, 회원사 프로그램 운영 경험이 있는지

• 생태계 관계를 어떻게 온보딩, 파이프라인, 매출 기회로 연결했는지

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.