Enterprise Alliances Manager (Fintech)

Location: London, United Kingdom; work from the London office three days a week

Company

Airwallex provides an AI-native financial operating system and global payments infrastructure for businesses and platform partners.

What you will do

• Define the EMEA partnership strategy, joint business plans, and performance KPIs for partner-sourced and partner-influenced pipeline, revenue, and activation.
• Source, negotiate, and close partnerships with consultancies, GSIs, ERP and procurement ecosystems, technology partners, and private equity firms.
• Enable partner sales teams and work with Enterprise Account Executives to include partners in live enterprise deals.
• Run business reviews with priority partners and manage commercial terms, amendments, and renewals with Legal.
• Plan joint events and campaigns with Partner Marketing.
• Share partner and customer insights with Product and document repeatable playbooks.

Requirements

• 6+ years of experience in partnerships, alliances, channel, or business development, ideally in SaaS or fintech.
• Quota-carrying experience with a record of closing enterprise deals or revenue-generating partnerships.
• Experience selling to or through Finance, Procurement, or IT leaders, including CFOs, Finance Directors, 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.
• Ownership mindset with the ability to build from a blank page and measure results.

Nice to have

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

Culture & Benefits

• Full-time hybrid work with three days per week in the London office.
• Work in a commercially complex partnerships function spanning financial institutions, fintech platforms, and enterprise software companies.
• Build and define new approaches in an open-ended environment without an inherited playbook.
• Operate with ownership, comfort with ambiguity, fast decision-making, and accountability for measurable outcomes.

Hiring process

• Apply only through careers.airwallex.com or Airwallex’s official LinkedIn page.
• Official communication comes from an @airwallex.com email address; Airwallex will not request payment, bank details, or sensitive identification documents.
• Unsolicited applications from search firms or recruiters are not accepted.