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

Location: Onsite in Ho Chi Minh City, Vietnam

Company

Airwallex provides an AI-native financial operating system and regulated infrastructure for global payments and financial operations.

What you will do

• Lead the strategy and execution of the Channel Partnership Manager function in Vietnam.
• Define partner segmentation, coverage models, engagement plans, ownership rules, and performance criteria.
• Build partner pipelines from identification and qualification through onboarding, activation, ramp-up, and ongoing performance management.
• Create joint business plans, referral programs, co-selling motions, events, and activation initiatives with strategic partners.
• Monitor pipeline coverage, referral quality, conversion, activation, go-live performance, and revenue contribution using CRM and funnel data.
• Set objectives, coach Channel Partnership Managers, support career development, and build accountability across the function.

Requirements

• At least 7 years of relevant experience in B2B sales, channel partnerships, partner management, business development, inside sales, or a related commercial function.
• Experience leading, coaching, or managing a sales, partnerships, or business development team.
• Track record of delivering commercial targets and improving pipeline or funnel performance.
• Experience with partner acquisition, onboarding, activation, referral programs, or channel-driven growth.
• Strong communication, coaching, stakeholder management, negotiation, analytical, and problem-solving skills.
• Fluency in English and Vietnamese, written and spoken, is required.

Nice to have

• Experience in fintech, payments, SaaS, e-commerce, technology platforms, or professional services.
• Experience creating joint go-to-market plans, partner enablement programs, or co-selling motions.
• Experience with referral fees, revenue share models, campaign funding, or partner incentive programs.
• Familiarity with PartnerStack, Salesforce, Looker, or other partner relationship management, CRM, and reporting tools.
• Existing relationships across Vietnam’s e-commerce, technology, agency, advisory, tourism, or cross-border business ecosystems.

Culture & Benefits

• Fast-paced, highly collaborative environment across Sales, Account Management, Customer Success, Marketing, Operations, and Product.
• Opportunity to take ownership early and grow scope as the Vietnam business scales.
• Work with an international financial infrastructure company operating across North America, Europe, the Middle East, and Asia-Pacific.