Senior Manager, GTM Partnerships, SME & Growth (Fintech)

Location: Paris; the role may be based in France or Spain and requires a minimum of three days per week in the relevant Airwallex 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

• Own the partnerships strategy and commercial performance across France and Spain within the SME & Growth go-to-market organization.
• Lead, coach, and develop four partnership managers covering Accounting, Venture Capital, Travel, and E-commerce.
• Source, negotiate, activate, and grow strategic partnerships in priority verticals.
• Build repeatable referral, reseller, co-selling, and partner-led outbound motions.
• Work with Sales, Marketing, RevOps, Product, Solutions, Risk, and Compliance to improve partner-sourced opportunity conversion.
• Track partner activity, referrals, pipeline, conversion, time to first referral, and revenue contribution.

Requirements

• 8+ years of experience in partnerships, channel sales, indirect sales, partner sales, strategic business development, or a comparable commercial role.
• Successful experience launching a partnership motion or vertical from zero to one, preferably in Accounting or Travel & E-commerce, with measurable commercial outcomes.
• Commercial experience across at least two of Accounting, Travel, Payments, E-commerce, or Venture Capital.
• Experience designing partner ICPs, activation motions, attribution, and channel performance management.
• Experience in accounting, payments, fintech, ERP, financial software, or another competitive B2B environment.
• Professional English plus native or bilingual French or Spanish is required. Native or bilingual proficiency in the other local language is advantageous but not required.

Nice to have

• Experience leading, coaching, or developing partnership professionals.
• Formal people-management experience.
• A deep, activatable network with access to senior decision-makers in a priority vertical.

Culture & Benefits

• Strategic, hands-on player-coach role with director-level ownership across two European markets.
• Direct ownership of partner-sourced growth and strategic partnerships.
• Opportunity to build scalable channels across Accounting, Travel, E-commerce, Payments, and Venture Capital.
• Hybrid work in France or Spain with a minimum of three office days per week.
• Competitive salary, commission, and equity.