Director, Channel Partnerships, SME & Growth, Americas

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.   HOW YOU'LL MAKE IMPACT Airwallex is building its channel partnerships strategy across the Americas, starting with Mexico as part of our market entry. You'll shape how Airwallex wins through partnerships in a new market and build the foundations for broader regional growth. - Lead and scale Airwallex’s channel partnerships strategy across the Americas, starting with building the channel from the ground up in Mexico. - Own the full partner lifecycle, from identifying and qualifying high-value partners to designing scalable network, referral, co-sell, affiliate, co-marketing, and integration programs that drive partner-sourced and partner-influenced growth. - Build a high-quality portfolio across Big 4 consulting firms, ERPs, SaaS platforms, accounting and bookkeeping firms, PE and VC networks, and fintech ecosystem players. Partner with Sales, Marketing, Product, Strategy, and Operations to position Airwallex’s multi-product platform — including FX, cross-border and local payments, cards, treasury, and billing — to partners and their clients. - Build, mentor, and lead a high-performing team of Channel and GTM Partnership Managers as the Americas partnerships function scales. - Represent Airwallex at industry events, conferences, partner forums, panels, and webinars, while owning channel KPIs, pipeline health, conversion metrics, and revenue reporting through CRM tools such as Salesforce. You'll work from our Mexico City office three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - Demonstrable interest in financial services, fintech, SaaS, and/or payments, with a strong understanding of cross-border payment solutions and global financial infrastructure. - Strong commercial instincts and a track record of consistently meeting or exceeding OKRs and KPIs, with the ability to lead partnership conversations rather than traditional sales conversations. - 8+ years of experience in channel partnerships, business development, strategic sales, or a similar role, including at least 3 years in a leadership capacity, ideally in a high-growth, fast-paced environment. - Experience building and delivering presentations for partners, clients, and internal stakeholders, with confidence working with data and spreadsheets using tools such as G-Suite, Looker, and Salesforce. - Excellent written and verbal communication skills in both Spanish and English; fluency in both languages is required. PREFERRED - Experience building a channel partnerships or GTM partnerships function from zero to one, particularly in a new or emerging market such as Mexico or broader Latin America, with knowledge of local payment methods, FX dynamics, and regulatory considerations such as KYC and AML compliance. - An entrepreneurial mindset with a bias toward action and continuous improvement; comfort operating amid evolving priorities, licensing timelines, and limited existing infrastructure. - Curiosity to learn quickly, adapt fast, and grow through stretch opportunities, with a strong ownership mentality aligned with Airwallex’s Operating Principles. YOU'LL THRIVE HERE IF - You're excited by a category that hasn't been won yet, and want to be early enough to shape it. - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. Please submit your resume in English. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. 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. 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.