Head of GTM Partnerships

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 100,000 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 1,500 of the brightest and most innovative people in tech located across more than 20 offices across the globe. Valued at US$5.6 billion and backed by world-leading investors including Sequoia, Lone Pine, Greenoaks, DST Global, Salesforce Ventures and Mastercard, 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.

The GTM & Ecosystem Partnership team develops and manages relationships with ecosystem partners that enable Airwallex's product strategy and deliver new capabilities to Airwallex users. Our team executes high-impact, cross-functional partnerships and initiatives across new products and geographic expansion.

Team Vision: a thriving ecosystem of partners and developers who expand our reach and enhance our offerings as the leading global financial platform.

Team Mission: to strategically align with key partners, developing a "sell with" motion, to drive new pipeline and revenue growth for Airwallex. By aligning with key partners, we expand our reach, acquire new customers, and elevate Airwallex's brand as we expand into the enterprise.

The Head of GTM Partnerships for the EMEA region will play a critical role in driving business growth by identifying, developing, and managing strategic and GTM partnerships across the EMEA region. This individual will be responsible for forming and nurturing key relationships with partners that align with the company's business objectives, creating synergies that result in significant revenue growth, market expansion, and brand visibility.

This role is based in London.

Responsibilities:

• Develop and execute a comprehensive strategic partnership plan for the EMEA region, aligned with Airwallex's global objectives and regional market opportunities.

• Establish and maintain strong relationships with key stakeholders in the region, including C-level executives, industry influencers, and decision-makers. Ensure that partnerships are nurtured and grown to deliver long-term value.

• Lead negotiations and structure partnership agreements that are mutually beneficial, ensuring clear terms and conditions that protect the company's interests while fostering collaboration.

• Work closely with internal teams, including Sales, Marketing, Product, and Legal, to ensure that partnership initiatives are fully integrated and supported across the organization.

• Leverage partnerships to drive market entry and expansion into new countries within the EMEA region. Develop strategies to localize offerings and optimize go-to-market approaches for different markets.

Bachelor's degree in Business, Marketing, or a related field.

An MBA or other advanced degree is highly desirable.

Minimum of 10 years of experience in GTM Partnerships, Alliances, Channel Sales, or related roles within the EMEA region.

Proven track record of developing and managing high-impact partnerships.

Strong understanding of the EMEA market, including cultural, economic, and business nuances.

Exceptional negotiation and deal-making skills.

Ability to work effectively in a cross-cultural, global environment.

Excellent communication and presentation skills.

Strategic thinker with the ability to translate strategy into actionable plans.

Proficient in using CRM and partnership management tools.

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.

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.