Channel Partnerships Manager, Accounting, France (Fintech)

Location: Paris, France; hybrid role requiring a minimum of three days per week in the office

Company

Airwallex provides an integrated payments and financial platform for global businesses, including business accounts, payments, spend management, treasury and embedded finance.

What you will do

• Build and own the accounting-partner strategy for the French SME and Growth market.
• Define the partner ICP across accounting firms, ERP and accounting-software providers, resellers, integrators and outsourced CFO or advisory firms.
• Source, recruit, qualify and activate partners through outbound prospecting, introductions, events and existing relationships.
• Create referral, co-selling, client-introduction and co-marketing motions that generate qualified leads and pipeline.
• Enable partners, collaborate with Sales on partner-sourced opportunities, and maintain accurate CRM attribution.
• Track activation, referrals, conversion, partner-sourced revenue and time to first referral while testing and scaling effective partner plays.

Requirements

• At least 2 years of direct experience in partnerships, channel, alliances, ecosystem, partner sales or indirect business development.
• Demonstrated ownership of recruiting, onboarding, activating or growing external partners, with measurable referrals, opportunities, pipeline or revenue.
• Existing relationships in the French accounting and finance ecosystem.
• Strong commercial, lead-generation, communication and presentation skills, with a hands-on approach to sourcing partners.
• Experience with CRM, spreadsheets, funnel metrics and basic business cases.
• Fluent French and professional English required.

Nice to have

• Experience in B2B SaaS, fintech, payments, accounting, ERP or finance software.
• Experience working with SMBs and finance, accounting, founder or ROI-driven buyers.

Culture & Benefits

• Direct ownership of a strategic French growth channel and a new accounting-partner growth engine.
• Autonomy to test ideas, learn quickly and create measurable commercial impact.
• Collaboration with Sales, Marketing, RevOps, Product, Solutions, Risk and Compliance.
• Competitive salary, commission and equity.
• Opportunity to shape partner playbooks, referral motions and the French sales organisation.