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Airwallex is a unified payments and financial platform serving over 250,000 global businesses. The company is valued at $11 billion and backed by leading investors including Sequoia, Visa, and Mastercard.
The GTM Partnerships Manager role sits within the SME & Growth Business team, which focuses on empowering small and medium-sized enterprises to thrive in the global economy. This position is dedicated to the cross-border e-commerce ecosystem and will drive new customer acquisition through strategic partnerships.
Key responsibilities include:
- Building and managing partnerships across the cross-border e-commerce ecosystem (marketplaces, merchant enablers, agencies, logistics providers, tax advisors, settlement partners)
- Developing joint go-to-market plans with ecosystem partners
- Creating partner-led campaigns, referral programs, and co-selling motions that generate qualified pipeline
- Identifying opportunities to embed Airwallex into partner customer journeys
- Providing partners with messaging, enablement, and collaboration structures
- Tracking lead quality, conversion, and revenue contribution; refining strategies based on performance
- Collaborating internally with sales, marketing, and operations teams to ensure strong follow-through from lead generation to onboarding
Ideal candidates have experience generating leads through partnerships in cross-border e-commerce, have worked with marketplaces and ecosystem players, understand the merchant journey, and can identify where partnership collaboration creates commercial value. While direct lead generation ownership is not required, partnership-led sales experience with demonstrated commercial outcomes is essential.
Preferred qualifications include partner-led lead generation or co-selling experience in cross-border e-commerce, understanding of merchant pain points across payments, FX, operations, logistics, tax, and reconciliation, experience with Korean merchants expanding internationally, and knowledge of competitive solutions in global commerce.
Success means building a partnership engine that consistently generates qualified e-commerce leads, establishing a strong network of ecosystem partners, launching repeatable campaigns and co-selling motions, improving lead quality and conversion, and positioning Airwallex as a relevant operating partner for merchants scaling internationally.
