Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide â including Brex, Rippling, Navan, Qantas, SHEIN and many more â with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.
Proudly founded in Melbourne, we have a team of over 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If youâre ready to do the most ambitious work of your career, join us.
We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and youâre motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.
You're humble and collaborative; turn zeroâtoâone ideas into real products, and you âget stuff doneâ end-to-end. You use AI to work smarter and solve problems faster. Here, youâll tackle complex, highâvisibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, letâs build whatâs next.
About the team
The Strategy & Operations team at Airwallex plays a pivotal role in driving the company's overall growth and efficiency. We are a collaborative group of analysts, strategists, and operational experts who are passionate about translating vision into action. We leverage data insights, sharp problem-solving skills, and a deep understanding of the business to optimize processes, identify growth opportunities, and ensure Airwallex operates efficiently and effectively at scale.
What youâll do
You will be a senior, hands-on leader driving both partnerships and go-to-market operations, helping take the business from early customers to scaled, repeatable growth. You will design and execute our partnerships strategy, build the operating systems and tooling that underpin customer growth, and translate market feedback into product and commercial decisions.
This role is based in San Francisco and is primarily in-person.
Responsibilities:
Define and execute the end-to-end partnerships strategy across accounting firms, VC portfolio networks, PE firms, fintech app ecosystems, and Airwallexâs existing customer base as a distribution channel.
Source, negotiate, and close partnership agreements, owning the full lifecycle from first meeting through to measurable revenue impact and ongoing performance management.
Build a repeatable, data-driven channel playbook that compounds over time, including ICP definition, qualification criteria, incentives, enablement, reporting, and partner onboarding processes.
Design and implement operational systems that scale us from initial customers to hundreds, including onboarding and activation workflows, pricing and packaging experiments, process documentation, and internal tooling.
Own customer onboarding end to end, working directly with CFOs and finance leaders to understand their workflows, ensure a smooth implementation, and shorten time-to-value.
Translate customer and partner feedback into clear product insights and requirements for engineering, helping shape the roadmap across onboarding, integrations, and core product experience.
Hire, lead, and develop the operations and partnerships function over time, setting the operating cadence, metrics, and standards for execution as the team scales.
Who you are
We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.
Minimum qualifications:
7+ years of experience in strategy, operations, go-to-market, or business development in high-growth environments such as fintech, B2B SaaS, or technology-driven companies.
Demonstrated ability to design and run go-to-market experiments, including pricing models, market sizing, and competitive analysis that inform commercial strategy.
Proven experience working directly with senior external stakeholders such as CFOs, finance leaders, or VC / PE partners, with strong executive presence in high-stakes conversations.
Comfort working with technical products and data; you do not need to code, but you are curious about how AI and finance systems work and can translate between technical and non-technical audiences.
Strong bias to action, with a track record of running fast, scrappy tests and shipping impact, rather than optimizing slide decks or theoretical frameworks.
Excellent communication and stakeholder management skills, with the ability to collaborate across product, engineering, sales, and marketing to drive outcomes.
Preferred qualifications:
Experience at an MBB or other top-tier management consulting firm, or equivalent strategic experience in a leading technology or fintech company.
Hands-on experience building or scaling partnership channels (for example with accounting firms, VC/PE ecosystems, or technology platforms) from zero to a repeatable playbook.
Prior ownership of customer onboarding or post-sale operations for complex, technical products sold to finance or enterprise stakeholders.
Familiarity with AI, data, or infrastructure products, and enthusiasm for shaping how AI and modern finance systems transform the office of the CFO.
To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.
Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.
Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We donât regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.
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