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Director, Channel Partnerships, SME & Growth, Americas

Airwallex

MX - Mexico City Remote Full-time Posted 12d ago
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ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 2,300 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.   ABOUT THE TEAM The GTM & Ecosystem Partnership team at Airwallex is a collaborative group of dealmakers, partner managers, and partner experience builders with a vision to build a thriving ecosystem of partners and developers -- expanding our reach and enhancing Airwallex as the leading global financial platform. WHAT YOU’LL DO Airwallex is seeking a Director, Channel Partnerships to lead and scale our partnerships strategy across the Americas, with an initial focus on building the channel from the ground up in Mexico as part of our market entry. In this role, you will own the end-to-end partner lifecycle, from identifying and qualifying high-value channel partners to designing scalable programs that drive consistent revenue growth through network, referral, co-sell, and integration partnerships. You will work closely with Sales, Marketing, Product, Strategy, and Operations to position Airwallex's multi-product platform (FX, cross border and local payments, cards, treasury, billing) to partners and their clients, while navigating an evolving regulatory and licensing landscape in the region. This is a high-impact opportunity to shape how Airwallex wins through partnerships in a new market, with the potential to expand the channel strategy across the broader Americas over time. This role is based in Mexico City, MC. RESPONSIBILITIES: * Lead, own, and develop a partnership strategy that aligns with Airwallex's overall go-to-market motion in the Americas, with an initial focus on Mexico. * Be accountable for identifying growth opportunities, testing new verticals, and building a high-quality portfolio of partners across Big 4 Consulting firms, ERPs, SaaS platforms, accounting/bookkeeping firms, PE/VC networks, and fintech ecosystem players. * Design and build scalable channel programs, including referral models, affiliate structures, co-marketing initiatives, and technical integrations, to consistently deliver growth in the partnerships channel. * Work closely with Marketing, Sales, Strategy, and Product teams to position Airwallex's value proposition to partners and their clients in the Americas region. * Build, mentor, and lead a high-performing team of Channel/GTM Partnership Managers as the Americas partnerships function scales. (Confirm team scope with HM.) * Represent Airwallex at industry events, conferences, and partner forums, and speak on relevant panels and webinars to elevate Airwallex's ecosystem presence in the region. * Own partner-sourced and partner-influenced revenue targets; define KPIs, monitor pipeline health and conversion metrics, and report on performance using CRM tools (e.g., Salesforce) to ensure measurable business impact. WHO YOU ARE We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. MINIMUM QUALIFICATIONS: * Demonstrable interest in the financial industry, fintech, SaaS, and/or payments, with a strong understanding of cross-border payment solutions and global financial infrastructure. * Strong commercial instincts and a history of meeting or exceeding OKRs/KPIs consistently, with the ability to drive "partnership" conversations vs. "sales" conversations. * 8+ years of work experience in channel partnerships, business development, strategic sales, or a similar role, with at least 3 years in a leadership capacity, ideally in a high-growth, fast-paced environment. * Comfortable working with data and spreadsheets (G-Suite, Looker, Salesforce) and building and delivering presentations for partners, clients, and internal stakeholders. * Excellent written and verbal communication skills in both Spanish and English (fluency in both is required). PREFERRED QUALIFICATIONS: * 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 (e.g., KYC/AML compliance). * Entrepreneurial mindset with a bias toward action and continuous improvement; comfort operating in environments with 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. Please submit resumes 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 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. 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.

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