Director, GTM Partnerships, SME & growth

Airwallex
Paris, France, Spain
Workplace: HybridFull timeFunction: Business Development & PartnershipsSkills: ["Strategic judgement","Hands-on execution","Collaboration","Coaching","Commercial accountability"]

Lead and grow Airwallex’s France & Spain partnership channels by owning strategy, channel-led execution, and commercial performance. This player-coach Director role manages four partnership managers, personally sources and negotiates strategic partners, activates referral/reseller/co-selling motions across Accounting and Travel & E-commerce, and coordinates with Sales, Marketing, RevOps, Product, Solutions, and Risk/Compliance to convert partner-influenced pipeline into revenue.

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Airwallex
Airwallex
5 hours ago

Director, GTM Partnerships, SME & growth

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Last checked: 4 hours agoStatus: Live

Job Summary

Lead and grow Airwallex’s France & Spain partnership channels by owning strategy, channel-led execution, and commercial performance. This player-coach Director role manages four partnership managers, personally sources and negotiates strategic partners, activates referral/reseller/co-selling motions across Accounting and Travel & E-commerce, and coordinates with Sales, Marketing, RevOps, Product, Solutions, and Risk/Compliance to convert partner-influenced pipeline into revenue.
Location: Paris, France, Spain
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Own France and Spain partnerships strategy aligned with the SME & Growth GTM, setting partner ICPs, commercial priorities, account plans, pipeline expectations, and operating standards.
  • •Lead, coach, and develop four partnership managers while personally sourcing and progressing strategic partnerships in priority verticals.
  • •Build repeatable referral, reseller, co-selling, and partner-led outbound motions across Accounting, Travel, Payments, E-commerce, and VC and ensure signed partnerships become active channels.
  • •Partner with Sales on account mapping, lead routing, qualification, follow-up, and conversion of partner-sourced opportunities.
  • •Track partner cohorts, referrals, opportunities, sourced/influenced pipeline, conversion, and revenue contribution; test segments/motions and scale what creates quality pipeline.

Pay and Benefits

Equity and Bonus:Equity

Key Requirements

  • •8+ years in partnerships, channel sales, indirect sales, partner sales, strategic business development, or a comparable commercial role.
  • •Proven 0-to-1 partnership motion or vertical launch in Accounting or Travel & E-commerce with measurable commercial outcomes.
  • •Track record of partner-sourced referrals, pipeline, opportunities, or revenue, with experience across at least two of Accounting, Travel, Payments, E-commerce, or Venture Capital.
  • •Experience designing partner ICPs, activation motions, attribution, and channel performance management.
  • •Professional English plus native or bilingual French or Spanish (native/bilingual in the other local language is a strong advantage).
Experience:PartnershipsChannel salesIndirect salesFintechB2B
Skills:Strategic judgementHands-on executionCollaborationCoachingCommercial accountability
Languages:EnglishFrenchSpanish
Tech Stack:CRMAI

Company Brief

Airwallex
Airwallex is a global payments and financial platform that provides business accounts, cross-border payments, treasury, corporate cards, and embedded finance APIs to help companies manage global financial operations and scale internationally.
Industry: Fintech Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: Singapore, Singapore
Founded: 2015
Glassdoor
Glassdoor: 3.7
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