GTM Partnerships Manager, SME & Growth

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 to see it in full.

The GTM Partnerships team at Airwallex is focused on building and scaling partnerships that accelerate customer acquisition, deepen ecosystem reach, and unlock long-term growth. In Singapore, this role will support our SME & Growth segment by owning a curated, high-value portfolio of partners.

Success in this role comes primarily from deep, hands-on management of your existing book, complemented by growing share of wallet with those partners and hunting new partners to fill any gaps.

As the GTM Partnerships Manager, you will own a curated portfolio of partners in Singapore. The majority of your time will go toward managing and growing this existing book — deepening relationships, increasing share of wallet, and preventing churn — with the remainder spent proactively hunting new high-potential partners to fill any gaps in your portfolio.

This role is based in Singapore.

Responsibilities:

• Own and manage a curated portfolio of partners through deep, 1:1 relationship management — the core focus of this role

• Grow share of wallet with existing partners through tailored campaigns, proposals, and co-marketing initiatives that drive incremental referral volume and conversion

• Prevent churn and reactivate dormant partners within your own book before they require broader escalation

• Fill gaps in your portfolio by proactively hunting and acquiring new high-potential partners through networking events, referrals, and your own sourced channels

• Host and represent Airwallex at networking, partner enablement, and client enablement events to build pipeline and strengthen existing relationships

• Own partner performance end-to-end — from referral generation through to conversion — partnering closely with sales, operations, and marketing to close the loop

• Negotiate partnership terms, incentive structures, and co-marketing commitments directly with partners

• Maintain accurate CRM records and forecast referral and revenue performance for your portfolio

• Contribute market and partner insights to senior GTM Partnerships stakeholders on how to strengthen the priority partner tier

We’re looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• 5+ years of experience in channel partnerships, business development, or account management, ideally within or adjacent to the corporate secretarial, accounting, or professional services industry in Singapore

• Proven experience designing and executing tailored campaigns or partnership proposals for individual partners

• Strong relationship-building and negotiation skills, with a track record of closing and growing partner agreements

• Primarily a “farmer” mindset — skilled at deepening existing relationships and growing share of wallet — complemented by a “hunter” instinct for proactively prospecting and acquiring net-new partners to fill portfolio gaps, e.g. through networking events, referrals, or your own sourced channels

• Demonstrated ability to own numbers end-to-end, from referral generation through to conversion, and to work cross-functionally with sales, operations, and marketing to do so

• Bachelor’s degree or equivalent experience

Preferred qualifications:

• Existing network of relationships within the corporate secretarial / accounting firm community in Singapore

• Comfortable hosting or leading networking, partner enablement, or client enablement events

• Familiarity with CRM tools and forecasting referral / revenue pipelines

• Experience working in a fast-paced, high-growth technology or fintech environment

• Proficiency in both written and spoken English and Mandarin

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 email address. Please apply only through 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.

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.