Hybrid Director, GTM Partnerships – ANZ

at Airwallex

• Job title: Director, GTM Partnerships – ANZ
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Sydney, Australia

About the role

• Director of GTM Partnerships overseeing partnerships strategy for Australia and New Zealand. Leading cross-functional collaboration to enhance revenue through a differentiated partner ecosystem.

Responsibilities

• Define and own the ANZ partnerships strategy, aligned to Airwallex’s commercial and product priorities.
• Set clear priorities across partner types, including accounting, e-commerce, SaaS platforms, start-ups, and strategic distribution partners.
• Design scalable partner motions, moving beyond one-off referral relationships to long-term, integrated partnerships.
• Drive partner-sourced pipeline, revenue, and customer acquisition with clear accountability for outcomes.
• Structure, negotiate, and close strategic partnerships, including commercial models, incentives, and joint go-to-market plans.
• Ensure partnerships are commercially viable, measurable, and integrated into core GTM execution.
• Work closely with Product and Engineering to influence roadmap priorities where partnerships require deeper integrations or embedded finance capabilities.
• Shape partner-led product use cases and value propositions in collaboration with Product, Marketing, and Sales.
• Partner closely with Sales, Marketing, RevOps, Finance, and Operations to ensure partnerships are well-governed and effectively executed.
• Act as the senior internal owner for partnerships, setting operating rhythm, reporting, and performance standards.
• Lead, develop, and scale a high-performing team of GTM Partnership Managers, setting clear objectives, performance expectations, and development plans.
• Build a strong execution culture with a focus on accountability and impact.
• Represent Airwallex as a senior leader in the ANZ partner ecosystem, building and maintaining long-term strategic relationships with senior executives and founders at partner organisations.

Requirements

• Senior, commercially minded partnerships leader comfortable operating at director level.
• Experienced in building and scaling partnerships in payments, fintech, SaaS, or high-growth technology businesses.
• Strategic but hands-on, with a strong bias toward execution and measurable outcomes.
• Credible with senior internal and external stakeholders, including product, engineering, and executive leadership.
• Comfortable navigating ambiguity and building structure in fast-growing environments.
• 10–15+ years’ experience in partnerships, business development, sales, or GTM roles.
• Strong background in payments, fintech, SaaS platforms, or high-growth technology companies.
• Proven track record of designing and executing partnership strategies that deliver material revenue impact.
• Deep understanding of commercial models, partner economics, and GTM execution.
• 6+ years of people leadership experience, including building and scaling teams.
• Existing senior network across ANZ ecosystems such as accounting, e-commerce, SaaS, fintech, or technology platforms.

Benefits

• Applicant Safety Policy: Fraud and Third-Party Recruiters
• Equal opportunity employer