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Airwallex is a unified payments and financial platform serving over 250,000 businesses globally, including Brex, Navan, Qantas, and SHEIN. The company offers integrated solutions for business accounts, payments, spend management, treasury, and embedded finance at scale. Valued at $11 billion and backed by leading investors including Sequoia, Visa, and Mastercard, Airwallex operates across 27 offices with over 2,300 employees.
The GTM Partnerships Manager role is a hands-on commercial position focused on growing partner-sourced pipeline, revenue, and product adoption across Israel and the Middle East. Based in Tel Aviv, you will manage relationships with existing partners, develop new partnerships, and create repeatable processes for partners to generate customer opportunities. You will also help develop partnerships with technology platforms and external providers, including ERP platforms, digital wallets, payment orchestration providers, and other business systems.
Key responsibilities include:
- Managing and growing an assigned portfolio of partners by building trusted relationships, agreeing clear plans, and increasing partner activity, referrals, and product adoption
- Identifying, qualifying, negotiating, and activating new referral, channel, and technology partnerships that create meaningful commercial opportunities
- Building and managing partner-sourced pipeline by identifying relevant customer opportunities, coordinating introductions, supporting qualification, and ensuring clear handoff to commercial owners
- Developing partner enablement and joint go-to-market motions, including partner briefings, product education, commercial materials, referral processes, and structured follow-up
- Leading defined partnership and integration workstreams with ERP platforms, digital wallets, payment orchestration providers, and other technology partners
- Monitoring partner performance and maintaining disciplined follow-up across partner activity, opportunity progress, attribution, commercial outcomes, and operational issues
You will work closely with Sales, Marketing, Product, Operations, Finance, Legal, Risk, and Solutions Engineering teams to move opportunities from initial conversation to activation and growth.
REQUIREMENTS:
Minimum Qualifications:
- Experience in partnerships, channel sales, business development, account management, or B2B growth in a commercial environment
- Track record of building relationships and converting them into partner activity, qualified opportunities, or revenue
- Experience managing partners through multiple stages: initial engagement, commercial alignment, activation, and ongoing growth
- Strong organization and follow-up skills with ability to manage multiple partner relationships and opportunities simultaneously
- Ability to work effectively across Sales, Marketing, Product, Operations, Finance, Legal, Risk, and Solutions Engineering
- Strong written, verbal, and presentation skills in English
Preferred Qualifications:
- Experience in fintech, payments, SaaS, financial services, or technology-led B2B environments
- Experience working with ERP platforms, digital wallets, payment service providers, payment orchestration providers, or other technology integrations
- Experience creating partner enablement materials, joint commercial plans, or repeatable partner processes
- Existing relationships with relevant referral, professional services, consulting, or technology partners in Israel or the Middle East; Hebrew language skills advantageous
