Senior Manager, GTM Partnerships, SME & growth

The role

You will lead and develop a team of four partnership managers and own the partnerships strategy for France. This is a strategic, hands-on player-coach role focused on commercial partnerships and lead generation.

What you will do

• Own the French partnerships strategy, prioritising Accounting and Travel & E-commerce.
• Set partner ICPs, commercial priorities, account plans, pipeline expectations and operating standards.
• Lead, coach and develop the four partnership managers.
• Personally source and progress a portfolio of strategic partnerships in at least one priority vertical.
• Build repeatable referral, reseller, co-selling and partner-led outbound motions.
• Turn signed partnerships into active commercial channels.
• Partner with Sales on account mapping, lead routing, qualification, follow-up and conversion.
• Track partner-sourced and influenced pipeline, conversion, time to first referral and revenue contribution.
• Partner with Marketing, RevOps, Product, Solutions, Risk and Compliance to remove friction.

Required qualifications

• 8+ years in partnerships, channel sales, indirect sales, partner sales, strategic business development or a comparable commercial role.
• A successful 0-to-1 partnership motion or vertical launch in Accounting or Travel & E-commerce, with measurable commercial outcomes.
• Strong channel-led execution and a personal track record of partner-sourced referrals, pipeline, opportunities or revenue.
• Commercial experience across at least two of these verticals: Accounting, Travel, Payments, E-commerce or Venture Capital.
• A deep, activatable network in at least one priority vertical, with access to senior decision-makers.
• Strong strategic judgement and hands-on execution.
• Experience designing partner ICPs, activation motions, attribution and channel performance management.
• Professional English plus native or bilingual French.

Nice to have

• Experience leading, coaching or developing partnership professionals.
• Experience in accounting, payments, fintech, ERP, financial software or another competitive B2B environment.
• Comfort with CRM, funnel metrics, partner economics and basic business cases.

About the company

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. It provides financial infrastructure for over 675,000 businesses across North America, Europe, the Middle East, and Asia-Pacific.