Partnerships Development Representative

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 2,200 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. About the Role We are seeking a high-energy, results-driven Partnerships Development Representative (PDR) to join the ANZ Partnerships team. This is an outbound-first role that sits at the front end of our partner acquisition motion - you will be the first point of contact for new referral partners and play a critical role in building pipeline for the broader team. The PDR will be responsible for sourcing, qualifying and activating new referral partners across Airwallex's key verticals: Accountants and Bookkeepers, vCFOs, Business Advisory firms, E-commerce agencies, and emerging channels such as VCs & Start Ups, Corporate Secretarial firms, industry associations, and consultancies. This role is ideal for someone hungry to break into partnerships and build a meaningful career in fintech. What You'll Do Partner Acquisition - Drive outbound prospecting activity to self-source new referral partners across target verticals (80% of your time) - Respond to and qualify inbound partner enquiries from various sources like inbound webforms, internal referrals etc - Identify and source strategic partner opportunities including accounting firms, business advisory practices, industry associations, franchise groups, and member body organisations - Build and maintain a healthy pipeline of prospective partners using Salesforce and other tooling Partner Activation and Enablement - Help nurture newly onboarded partners through early activation - Proactively re-engage dormant partners to reignite referral activity - Collaborate with Channel Partner Managers to support activation campaigns, webinar follow-up, and event-driven outreach - Represent Airwallex Partnerships at industry events and partner meetups to attract new partners and generate interest in our program Revenue and Reporting - Work toward monthly targets across new partner acquisition and first-referral activation - Maintain accurate and up-to-date activity records in Salesforce - Contribute to team-wide partner engagement initiatives including special offers, campaigns, and events Who You Are - You are a natural relationship builder who is energised by outbound activity and thrives on building something from scratch - You are resilient, coachable, and motivated b