Enterprise Alliances Manager

The role

You will define the EMEA partnership strategy and build partnerships with consultancies, ERP and procurement ecosystems, technology partners and private equity firms. You will turn these partners into a repeatable source of pipeline and revenue across Europe.

What you will do

• Define the EMEA partnership strategy, joint business plans and KPIs, including partner-sourced and partner-influenced pipeline, revenue and activation.
• Source, negotiate and close partners across consultancies and GSIs, ERP and procurement ecosystems, technology partners and private equity firms.
• Enable partner sales teams to position Airwallex with confidence and bring partners into live deals early with Enterprise AEs.
• Run regular business reviews with priority partners.
• Own commercial terms, amendments and renewals with Legal.
• Plan joint events and campaigns with Partner Marketing.
• Feed partner and customer insight to Product and document what works in repeatable playbooks.

Required qualifications

• 6+ years in partnerships, alliances, channel or business development, ideally in SaaS or fintech.
• A quota-carrying background with a track record of closing enterprise deals or revenue-generating partnerships.
• Experience selling to or through Finance, Procurement or IT leaders, including CFOs, FDs and Heads of Procurement.
• A network in at least one of consultancies, ERP or T&E ecosystems, or private equity.
• Confidence structuring and negotiating commercial agreements and influencing senior stakeholders.
• An ownership mindset: comfortable building from a blank page and measuring the result.

Nice to have

• Familiarity with spend management, corporate cards, AP automation or cross-border payments.
• Experience with marketplace or integration-led partner programmes.
• Additional European languages.

Before you apply

• Airwallex will not ask for bank details, sensitive ID numbers such as passport, or any payment during applications or interviews.
• Apply only through careers.airwallex.com or the official LinkedIn page.
• Airwallex does not accept unsolicited resumes from search firms or recruiters.

About the company

Airwallex is an AI-native financial operating system used by more than 675,000 businesses, founded in Melbourne in 2015 and co-headquartered in San Francisco and Singapore. It has more than 2,700 people across 27 offices.