SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Airwallex is a unified payments and financial platform for global businesses, serving over 250,000 companies worldwide including Brex, Navan, Qantas, and SHEIN. The company operates across 27 offices globally with 2,300+ employees and is valued at $11 billion, backed by leading investors including T. Rowe Price, Visa, Mastercard, and Sequoia.
As Director of GTM Partnerships for France and Spain, you will lead a team of four partnership managers (two Accounting Partnerships Managers, one Venture Capital Partnerships Manager, and one Travel & E-commerce Partnerships Manager) and own the partnerships strategy and commercial performance across both markets. This is a strategic, hands-on player-coach role where you will set direction, develop the team, and build the operating model while personally sourcing, negotiating, activating and growing strategic partnerships.
Key responsibilities include: owning the France and Spain partnerships strategy aligned with the SME & Growth GTM; setting partner ICPs, commercial priorities, account plans and pipeline expectations; leading, coaching and developing the four partnership managers; personally sourcing and progressing strategic partnerships in priority verticals; building repeatable referral, reseller, co-selling and partner-led outbound motions across Accounting, Travel, Payments, E-commerce and VC; ensuring signed partnerships become active commercial channels; working with Sales on account mapping, lead routing and conversion; tracking active partners, referrals, opportunities and revenue contribution; testing and scaling partner segments; and working cross-functionally with Marketing, RevOps, Product, Solutions, Risk and Compliance.
Success looks like: the four partnership managers having clear mandates and measurable pipeline objectives; Accounting and Travel & E-commerce having prioritized partner strategies and active channel motions in both markets; partner cohorts recruited and activated into repeatable motions; personally owning strategic partnerships that contribute materially to growth; partner-sourced pipeline accurately tracked and converted; and the team scaling high-performing segments while deprioritizing inactive relationships.
You will own a strategic growth engine across two European markets and shape how Airwallex builds channel-led growth in the region. The role is hybrid with a minimum of three days per week in the relevant office (France or Spain).
REQUIREMENTS:
- 8+ years in partnerships, channel sales, indirect sales, partner sales, strategic business development or comparable commercial role
- Successful 0-to-1 partnership motion or vertical launch in Accounting or Travel & E-commerce with measurable commercial outcomes
- Strong channel-led execution and personal track record of partner-sourced referrals, pipeline, opportunities or revenue
- Commercial experience across at least two of: Accounting, Travel, Payments, E-commerce or Venture Capital
- Deep, activatable network in at least one priority vertical with access to senior decision-makers
- Strong strategic judgment and hands-on execution: can define strategy and personally open doors, lead key meetings and progress partnerships
- Experience designing partner ICPs, activation motions, attribution and channel performance management
- Experience leading, coaching or developing partnership professionals preferred; formal people-management experience valuable but not only indicator of leadership potential
- Experience in accounting, payments, fintech, ERP, financial software or competitive B2B environment
- Professional English plus native or bilingual French or Spanish; native or bilingual proficiency in the other local language is strong advantage but not required
- Comfortable with CRM, funnel metrics, partner economics and basic business cases
