GTM Partnerships Manager, SME & Growth (Payment Acceptance)

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. OVERVIEW We are seeking a highly motivated and experienced Payments Business GTM Expert to join our growing team. This critical role will be responsible for expanding our offline acquiring business in the SEA region, which encompasses partnership with SAAS, POS and payment platforms, 1st party engagement with brand companies. The ideal candidate possesses deep expertise in the payments ecosystem, business development, partnership relations in upper and downstreams, and the operational intricacies of face-to-face transactions, card present schemes, and related regulatory compliance as well. RESPONSIBILITIES INCLUDE: - Own strategy formulation and execution of GTM Partnerships, including defining target partner segments, tiering, commercial models and activation plans to drive partner‑sourced and partner‑influenced revenue - Develop a high‑performing GTM Partnership collaboration relationship with including Inbound Sales, Account Management, Marketing, Onboarding, Operations and Product to deliver a seamless experience for merchants and partners, to consistently hit and exceed targets - Lead key partners and ecosystem initiatives in SEA such as partner appreciation events, co‑marketing programs and ecosystem collaborations, using them to deepen strategic relationships and unlock new revenue opportunities - Identify bottlenecks, points of friction, and manual tasks within current workflows and drive automation and process re-engineering efforts to improve efficiency and reduce operational risk. CROSS-FUNCTIONAL COLLABORATION - Work closely with Product Management to develop product requirements for new features or industry vertical solutions related to offline acquiring technology. - Provide subject matter expertise to Sales and Account Management teams regarding features, operational capabilities, limitations, and timelines for merchant solutions. - Partner with Ops, Finance and Risk teams to manage operational float and suitable policies for merchants in different industries. Who you are - You are a builder of builders — you don’t just create partnerships, you build systems, playbooks and teams that scale them - You are accountable for outcomes at a team level, consistently delivering against revenue targets