Director, GTM Partnerships, ANZ

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 200,000 businesses worldwide - including Brex, Rippling, 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 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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
As Director, GTM Partnerships, ANZ, you will be a senior leader reporting directly to the Head of ANZ. You will own the end-to-end partnerships strategy for Australia and New Zealand, driving pipeline, revenue, and product adoption through a differentiated partner ecosystem. This role goes beyond traditional referral channels, encompassing platform, SaaS, embedded finance, and strategic distribution partnerships. You will define how partnerships work at Airwallex in ANZ, embedding them as a core growth lever across the business and representing Airwallex as a senior leader in the partner ecosystem.
Responsibilities:

• Define and own the ANZ partnerships strategy, aligned to Airwallex's commercial and product priorities.
• Set clear priorities across partner types, including accounting, e-commerce, SaaS platforms, start-ups, and strategic distribution partners.
• Design scalable partner motions, moving beyond one-off referral relationships to long-term, integrated partnerships.
• Drive partner-sourced pipeline, revenue, and customer acquisition with clear accountability for outcomes.
• Structure, negotiate, and close strategic partnerships, including commercial models, incentives, and joint go-to-market plans.
• Ensure partnerships are commercially viable, measurable, and integrated into core GTM execution.
• Work closely with Product and Engineering to influence roadmap priorities where partnerships require deeper integrations or embedded finance capabilities.
• Shape partner-led product use cases and value propositions in collaboration with Product, Marketing, and Sales.
• Partner closely with Sales, Marketing, RevOps, Finance, and Operations to ensure partnerships are well-governed and effectively executed.
• Act as the senior internal owner for partnerships, setting operating rhythm, reporting, and performance standards.
• Lead, develop, and scale a high-performing team of GTM Partnership Managers, setting clear objectives, performance expectations, and development plans.
• Build a strong execution culture with a focus on accountability and impact.
• Represent Airwallex as a senior leader in the ANZ partner ecosystem, building and maintaining long-term strategic relationships with senior executives and founders at partner organisations.

Who you are
We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:

• Senior, commercially minded partnerships leader comfortable operating at director level.
• Experienced in building and scaling partnerships in payments, fintech, SaaS, or high-growth technology businesses.
• Strategic but hands-on, with a strong bias toward execution and measurable outcomes.
• Credible with senior internal and external stakeholders, including product, engineering, and executive leadership.
• Comfortable navigating ambiguity and building structure in fast-growing environments.
• 10-15+ years' experience in partnerships, business development, sales, or GTM roles.
• Strong background in payments, fintech, SaaS platforms, or high-growth technology companies.
• Proven track record of designing and executing partnership strategies that deliver material revenue impact.
• Deep understanding of commercial models, partner economics, and GTM execution.
• 6+ years of people leadership experience, including building and scaling teams.
• Existing senior network across ANZ ecosystems such as accounting, e-commerce, SaaS, fintech, or technology platforms.

Preferred qualifications:

• Experience leading partnerships across multiple partner types (e.g., accounting, e-commerce, SaaS, start-ups, strategic distribution).
• Demonstrated success influencing product and engineering roadmaps through partnership-led initiatives.
• Experience embedding partnerships as a core growth lever in a high-growth, global fintech environment.
• Strong commercial acumen and ability to drive strategic projects with measurable business impact.

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.
#BI-Hybrid