Director, GTM Partnerships, ANZ

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 https://www.airwallex.com/us/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 mainta ... (truncated, view full listing at source)