Associate Director, Channel Partnerships, Enterprise

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.

About the team

The Enterprise Business team at Airwallex is a high-performing and collaborative group of innovators, focused on transforming the way large global businesses operate. We're passionate about delivering cutting-edge payments and financial solutions that streamline operations and drive growth for our enterprise clients. As a team, we value strategic thinking, prioritizing our customers, and a deep understanding of the unique challenges faced by multinational organizations.

What you’ll do

We need a driven, intelligent Director, GTM Partnerships to significantly impact our business. This seasoned Go-to-Market leader will spearhead distribution for enterprise technology and channel partners — including ERP providers (SAP, NetSuite, Oracle), workflow automation platforms (Workato, MuleSoft), global SI (system integration partner)’s, and ecosystem partners — to scale adoption of Airwallex across large enterprises.

The role requires a strategic thinker with a proven track record in go-to-market strategies and global partnerships, strong leadership, deep market understanding (BNPLs, Digital Wallets, non-card payments), and a passion for building relationships to drive product distribution, adoption, and revenue growth.

You will own the full distribution strategy for our most strategic partners, securing internal buy-in and scalable support to increase volume and margin for Airwallex. This is a key opportunity to impact Airwallex's growth with its largest global partners, requiring close coordination with Global Sales, Marketing, Product, and cross-functional teams, as well as external partner executives.

This role is based in San Francisco, CA or New York, NY.

Responsibilities:

• Source and scale enterprise distribution channels, including ERP/CRM ecosystems, workflow automation partners, and global SIs to accelerate enterprise sales and referrals..

• 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.

• Own the GTM strategy for partner-led distribution, including referral models, joint solutions, and co-sell motions with global partners.. 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.

• Design scalable partner enablement programs (training, collateral, incentives) to help partners drive pipeline for Airwallex.

Who you are

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

Minimum qualifications:

• 10+ years managing enterprise technology partnerships, SIs, and distribution ecosystems (ideally within fintech/payments).