Director, GTM Partnerships, ANZ Job at Airwallex (Sydney)

Job Description

As Director, GTM Partnerships, ANZ, you will be a senior leader reporting directly to the Head of ANZ. You will own the end-to-end partnerships strategy for Australia and New Zealand, driving pipeline, revenue, and product adoption through a differentiated partner ecosystem. This role goes beyond traditional referral channels, encompassing platform, SaaS, embedded finance, and strategic distribution partnerships. You will define how partnerships work at Airwallex in ANZ, embedding them as a core growth lever across the business and representing Airwallex as a senior leader in the partner ecosystem.

Job Responsibility

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

Nice to have

Experience leading partnerships across multiple partner types (e.g., accounting, e-commerce, SaaS, start-ups, strategic distribution)
Demonstrated success influencing product and engineering roadmaps through partnership-led initiatives
Experience embedding partnerships as a core growth lever in a high-growth, global fintech environment
Strong commercial acumen and ability to drive strategic projects with measurable business impact

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Director, GTM Partnerships, ANZ

Job Description

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