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 2,300 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 corporate secretarial firms, law firms, accounting firms, tax advisors, and related professional service partners. The role requires both relationship depth and commercial discipline: strengthening and broadening existing SOWs, onboarding new strategic partners, and building proactive win strategies informed by competitive intelligence.

Responsibilities:

• Build and strengthen long-term partnerships with corporate secretarial, legal, accounting, tax, and related professional service firms.

• Protect and grow existing SOWs by creating stronger collaboration structures, deeper engagement plans, and clearer commercial value for partners.

• Identify and onboard new strategic partners that are not yet working with Airwallex, with a focus on early-stage customer lock-in and durable relationship building.

• Monitor competitor activity and use market intelligence to develop practical strategies that improve Airwallex’s win rate with partners and end customers.

• Work closely with partners that support company formation, overseas expansion, FX-related operations, and compliance-heavy customer journeys.

• Help partners position Airwallex more effectively against alternatives through structured messaging, training, and joint account strategies.

• Collaborate with internal teams to defend strategic accounts, expand partner-led revenue, and improve execution quality.

Who you are
Requirements:

• Someone with strong experience managing large or strategically important partners in corporate services, legal, tax, or advisory ecosystems.

• Someone who can maintain executive-level partner relationships while also driving day-to-day commercial execution.

• Someone who can use competitor intelligence to shape persuasive partner strategies and defend or expand Airwallex’s position.

• Someone who understands how to lock in early customer relationships through trusted intermediary partners.

• Someone who is commercially sharp, structured, and comfortable operating in competitive partnership environments.

Preferred qualifications:

• Experience working with competitors or adjacent solutions such as Aspire, Stripe, Payoneer, or Mercury.

• Experience related to foreign exchange operations, overseas entity setup, or global business structuring.

• Experience managing partnerships where partner influence plays a major role in customer onboarding and solution selection.

• Experience expanding the scope of existing SOWs or growing partner-led revenue within strategic accounts..

What success looks like:

Success in this role means strengthening strategic partner relationships while increasing partner-led influence, customer lock-in, and commercial outcomes.

• Deepen existing strategic partnerships and expand the scope of SOWs over time.

• Onboard new high-value partners and establish early customer lock-in through strong partner collaboration.

• Use competitive intelligence to build stronger win strategies and improve partner confidence in positioning Airwallex.

• Improve partner-led revenue contribution through disciplined relationship management and execution.

Application tips:

Strong applications should clearly demonstrate:

• Which corporate services, legal, tax, or accounting partners you managed.

• Whether you expanded existing SOWs, deepened partner relationships, or strengthened strategic partner influence.

• How you responded to competitor activity and turned intelligence into a practical win strategy.

• Whether you have experience related to FX, overseas entity setup, or complex cross-border customer journeys.

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 CorpSec, 로펌, 회계법인, 세무·자문사 등 전문 서비스 파트너와의 전략적 협업에 초점을 둡니다. 기존 대형 파트너사와의 SOW를 유지·확대하는 동시에, 아직 확보되지 않은 신규 전략 파트너를 온보딩하고, 경쟁사 인텔리전스를 기반으로 우리가 이길 수 있는 방법을 적극적으로 설계하는 역할이 중요합니다.

What you’ll do

• CorpSec, 로펌, 회계·세무법인 및 유관 전문 서비스 파트너와의 장기적 파트너십을 구축하고 강화합니다.

• 기존 SOW를 안정적으로 운영하면서, 협업 구조를 고도화하고 업무 범위를 확장합니다.

• 아직 협업하지 않고 있는 신규 전략 파트너를 발굴하고 온보딩하며, 초기 고객사 락인을 포함한 관계 기반 영업 구조를 만듭니다.

• 경쟁사 활동과 시장 인텔리전스를 지속적으로 파악하고, 파트너 및 최종 고객 관점에서 Airwallex의 승률을 높일 수 있는 실행 전략을 설계합니다.

• 해외 법인 설립, 외환 업무, 컴플라이언스가 중요한 고객 여정을 지원하는 파트너와 긴밀히 협업합니다.

• 파트너가 대안 솔루션 대비 Airwallex를 더 효과적으로 포지셔닝할 수 있도록 메시지, 교육, 공동 어카운트 전략을 지원합니다.

• 내부 팀과 협업해 전략 파트너 방어, 파트너 매출 확대, 실행 품질 향상을 함께 추진합니다.

Who we’re looking for

• CorpSec, 법률, 회계, 세무, 자문 생태계 내 주요 파트너를 관리해본 경험이 있는 분

• 시니어 레벨의 파트너 관계를 유지하면서도 실제 사업 실행까지 챙길 수 있는 분

• 경쟁사 인텔리전스를 활용해 파트너 전략을 고도화하고, 방어 및 확장 시나리오를 설계할 수 있는 분

• 신뢰도 높은 중간 파트너를 통해 초기 고객 관계를 락인하는 구조에 대한 이해가 있는 분

• 경쟁적인 파트너 환경에서도 구조적으로 실행할 수 있는 사업 감각이 있는 분

Preferred qualifications

• Aspire, Stripe, Payoneer, Mercury 등 경쟁사 또는 인접 솔루션에 대한 이해 또는 관련 경험

• 외환 관련 업무, 해외 법인 설립, 글로벌 비즈니스 구조 설계 관련 경험

• 고객 온보딩 및 솔루션 선택 과정에서 파트너 영향력이 큰 구조를 다뤄본 경험

• 기존 전략 파트너 계정에서 SOW를 유지·확장하고 파트너 매출을 증대한 경험

What success looks like

이 역할의 성공은 전략 파트너의 추천 영향력을 높이고, 초기 고객 락인을 강화해, 실질적인 사업 성과를 확대하는 것입니다.

• 기존 전략 파트너와의 관계를 더 깊게 만들고, 장기적으로 SOW 범위를 확장합니다.

• 신규 고부가가치 파트너를 온보딩하고, 초기 고객 락인 구조를 만듭니다.

• 경쟁사 인텔리전스를 바탕으로 더 강한 win strategy를 만들고, 파트너의 Airwallex 포지셔닝 자신감을 높입니다.

• 체계적인 파트너 관리와 실행을 통해 파트너 매출 기여도를 높입니다.

Application tips

지원서에는 아래 내용이 잘 드러나면 좋습니다.

• 어떤 CorpSec, 법률, 세무, 회계 파트너를 담당했는지

• 기존 SOW를 확장하거나 파트너 관계를 심화해 전략 파트너 영향력을 높인 경험이 있는지

• 경쟁사 대응 경험을 어떻게 실질적인 win strategy로 연결했는지

• 외환, 해외 법인 설립, 복합적인 크로스보더 고객 여정 관련 경험이 있는지

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.