Job Details

Overview

Join to apply for the Associate Director, Channel Partnerships, Enterprise role at Airwallex. This role is based in San Francisco, CA or New York, NY.

About Airwallex

Airwallex is the unified payments and financial platform for global businesses. Powered by proprietary infrastructure and software, we empower over 150,000 businesses worldwide with solutions to manage accounts, payments, spend management, and treasury, to embedded finance at a global scale.

The Enterprise Team

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

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 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

Minimum Qualifications

• 10+ years managing enterprise technology partnerships, SIs, and distribution ecosystems (ideally within fintech/payments).
• Strong expertise in sales, services, marketing, CRM, content and social solutions, with a solid understanding of technology organization operations.
• Proven ability to shape strategic vision, drive execution and lead change effectively.
• Outstanding leadership and motivational skills to ensure technology solutions continuously meet evolving business needs.
• 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.

Preferred Qualifications

• Previous experience in partnerships within a payments technology company
• Experience working in both large organizations and fast-growing startups

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.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Compensation Range: $130K - $220K

Seniority level

• Director

Employment type

• Full-time

Job function

• Business Development and Sales

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