Channel Partnerships Manager, Accounting, France

Airwallex
Paris
Workplace: HybridFull timeFunction: Business Development & PartnershipsExperience: 2+ yearsSkills: ["Relationship-building","Lead generation","Communication","Presentation","Collaboration"]

Build and scale a partner-led acquisition channel for French SMEs within Airwallex’s Accounting Partnerships team. You’ll own the France partner strategy and ICP, recruit and activate accounting ecosystem partners, create referral/co-selling motions, and enable partners with messaging and materials. Working closely with Sales and cross-functional teams, you’ll drive qualified pipeline, track performance in CRM, and iterate on partner segments and activation plays to grow partner-sourced revenue.

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Airwallex
Airwallex
3 days ago

Channel Partnerships Manager, Accounting, France

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Last checked: 14 hours agoStatus: Live

Job Summary

Build and scale a partner-led acquisition channel for French SMEs within Airwallex’s Accounting Partnerships team. You’ll own the France partner strategy and ICP, recruit and activate accounting ecosystem partners, create referral/co-selling motions, and enable partners with messaging and materials. Working closely with Sales and cross-functional teams, you’ll drive qualified pipeline, track performance in CRM, and iterate on partner segments and activation plays to grow partner-sourced revenue.
Location: Paris
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Manager level

Key Responsibilities

  • •Build and own the French accounting-partner strategy aligned with the SME & Growth GTM.
  • •Define and prioritize the partner ICP and build target lists by mapping decision-makers and sourcing new partners via outbound, warm intros, events, and existing relationships.
  • •Recruit, qualify, and activate partners and create referral, co-selling, client-introduction, and co-marketing motions to generate qualified leads.
  • •Develop partner messaging and enablement materials explaining Airwallex value to partners and their clients; work with Sales to route, qualify, and follow up on partner-sourced opportunities.
  • •Track partner activity and performance in CRM, measure conversion and time-to-first-referral, separate partner-sourced vs partner-influenced outcomes, and iterate activation plays based on results.

Pay and Benefits

Perks:CommissionEquity

Key Requirements

  • •2+ years of direct experience in partnerships, channel, alliances, ecosystem, partner sales, or indirect business development, with personal ownership of external partner relationships.
  • •Experience recruiting, onboarding, activating, or growing partners with demonstrable partner-generated referrals, qualified opportunities, pipeline, or revenue.
  • •Existing relationships in the French accounting and finance ecosystem (accounting firms, experts-comptables, ERP/accounting-software partners, resellers, integrators, or outsourced CFO/advisory firms).
  • •Strong commercial and lead-generation instincts; comfortable sourcing partners yourself beyond inbound or inherited partner books.
  • •Fluent French and professional English, with strong communication and presentation skills and comfort working with CRM and spreadsheets.
Experience:2+ yearsPartnershipsChannel alliancesEcosystemB2B SaaSFintechPaymentsAccountingERPFinance software
Skills:Relationship-buildingLead generationCommunicationPresentationCollaboration
Languages:FrenchEnglish
Tech Stack:CRMSpreadsheetsFunnel metrics

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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