Director, GTM Partnerships EMEA

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 150,000 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 1,700 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$6.2 billion and backed by world-leading investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg, 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.

What You’ll Do

We are seeking a seasoned Go-to-Market leader to spearhead the distribution efforts of our most strategic integrations and with System Integrators (SIs). This role requires a strategic thinker with a proven track record in developing and executing comprehensive go-to-market strategies and global partnerships. The ideal candidate will possess strong leadership skills, a deep understanding of market dynamics and a passion for building fruitful relationships and partnerships to drive product distribution, adoption and revenue growth.

In this role, you will own the full distribution strategy of our most strategic partners, securing internal buy-in across teams, and establishing scalable levels of support to increase volume and margin for Airwallex. This is an amazing opportunity to make a significant impact and contribute to the growth and success of Airwallex's largest and most strategic global partners. The role will require close coordination with Global Sales, Marketing, and Product teams, and cross-functional stakeholders including Legal, Finance etc., and external partner executives.

Responsibilities

• Source new strategic deals with strategic global partners alongside our global Partner Development Managers, enhancing Airwallex’s partnership landscape.
• Develop and implement robust go-to-market strategies aligned with organizational objectives and market trends.
• Coordinate with internal cross-functional stakeholders (sales, marketing, risk, compliance, product, engineering, treasury) to drive strategy execution, identifying target segments, value propositions, and competitive differentiators for optimal product penetration.
• Drive strategy, analysis, and execution approach for integrating and distributing partnerships.
• Gain deep understanding of integrations, user verticals and types to create comprehensive GTM plans by partner.
• Establish key performance indicators (KPIs) and metrics to measure go-to-market effectiveness.
• Continuously analyze performance, iterate strategies, and optimize outcomes to drive revenue growth.
• Collaborate closely with Sales teams to drive enablement and co-selling efforts.
• Provide guidance and support their ability to effectively sell third-party products.
• Monitor win/losses outcomes and competitor activity to inform strategy adjustments and improvements.
• Act as the primary contact for internal and external stakeholders on go-to-market initiatives.
• Provide regular updates, reports, and insights to senior leadership, promoting transparency and alignment.

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.

• 10+ years of progressive experience managing application partnerships and building relationships with key ecosystem partners, ideally within the fintech space.
• 10+ years of experience managing complex partnerships.
• Strong expertise in sales, services, marketing, CRM, content and social solutions, with a solid understanding of technology organization operations.
• Solid working understanding of the Technology organization and its operations.
• Proven ability to shape strategic vision, drive execution and lead change effectively.
• Proficient in verbal and written communications for building relationships, influencing stakeholders, and negotiating.
• Outstanding leadership and motivational skills to ensure technology solutions continuously meet evolving business needs.
• Demonstrated ability in building bench strength and delegating authority, with experience in organizational and workforce design.
• Motivated by long-term goals and results driven, achieving short-term objectives that support long-term initiatives with urgency.
• Experience collaborating with senior management, business units, and corporate executives to develop integrated technology strategies aligned with business objectives.
• Should have a deep understanding of business unit drivers, processes and business models.

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.