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Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.
We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.
We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.
About the team
The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.
What you'll do
The GTM Partnerships team at Airwallex drives new customer acquisition through strategic partners and builds scalable partnership models that convert ecosystem relationships into meaningful business outcomes.
This role focuses on the cross-border e-commerce ecosystem. This role is expected to generate qualified leads and customer onboarding opportunities by working closely with marketplaces, merchant enablers, agencies, logistics providers, tax advisors, settlement partners, and other ecosystem players serving global commerce merchants.
Responsibilities:
Build and manage partnerships across the cross-border e-commerce ecosystem to drive lead generation for Airwallex.
Develop joint go-to-market plans with marketplaces, merchant enablers, marketing agencies, logistics partners, tax and compliance providers, and settlement-related partners.
Create partner-led campaigns, referral programs, and co-selling motions that generate qualified pipeline.
Work closely with partners that already serve cross-border merchants and identify how Airwallex can be embedded into their customer journey.
Support partners with messaging, enablement, and collaboration structures so they can introduce Airwallex more effectively.
Track lead quality, conversion, and revenue contribution, and continuously refine partner strategies based on performance.
Collaborate internally with sales, marketing, and operations teams to ensure strong follow-through from lead generation to onboarding.
Who you are
Requirements:
Someone with experience generating leads through partnerships in the cross-border e-commerce space.
Someone who has worked closely with marketplaces, e-commerce enablers, agencies, logistics providers, tax advisors, settlement partners, or similar ecosystem players.
Someone who understands the merchant journey and can identify where partnership collaboration can create commercial value.
Someone who may not have direct lead generation ownership, but has worked in a partnership-led sales environment and driven meaningful commercial outcomes.
Someone who can work across multiple stakeholders and convert ecosystem collaboration into tangible pipeline..
Preferred qualifications:
Experience with partner-led lead generation or co-selling in cross-border e-commerce.
Strong understanding of merchant pain points across payments, FX, operations, logistics, tax, and reconciliation.
Experience selling to or supporting Korean merchants expanding internationally.
Knowledge of competitive solutions and ecosystem dynamics in global commerce.
What success looks like:
Success in this role means building a partnership engine that consistently generates qualified e-commerce leads and converts them into onboarding opportunities.
Build a strong network of ecosystem partners that already serve cross-border merchants.
Launch repeatable campaigns and co-selling motions that generate measurable pipeline.
Improve lead quality and conversion by refining partner targeting, messaging, and execution.
Position Airwallex as a relevant operating partner for merchants scaling internationally.
Application tips:
Strong applications should clearly demonstrate:
Which e-commerce ecosystem partners you worked with and what type of merchants they served.
Whether you owned or supported lead generation, referral, or co-selling motions.
How you collaborated with partners across operations, logistics, tax, settlement, or merchant growth.
What measurable business outcomes you created through partnership-led sales activity.
Airwallex의 GTM Partnerships 팀은 전략적 파트너와의 협업을 통해 신규 고객 유입을 만들고, 파트너십을 실제 사업 성과로 연결하는 구조를 설계하고 운영합니다.
이 역할은 크로스보더 이커머스 생태계에 초점을 둡니다. 마켓플레이스, 운영대행사, 마케팅 대행사, 물류사, 세무·컴플라이언스 파트너, 정산 관련 파트너 등과 협업하며 Airwallex에 적합한 잠재 고객을 발굴하고 온보딩으로 연결하는 것이 핵심입니다.
크로스보더 이커머스 생태계 내 다양한 파트너와의 협업을 통해 Airwallex의 리드 제너레이션을 만듭니다.
마켓플레이스, 이커머스 운영대행사, 마케팅 대행사, 물류 파트너, 세무·컴플라이언스 파트너, 정산 관련 파트너와 공동 GTM 전략을 설계합니다.
공동 캠페인, 추천 프로그램, 코셀링 구조 등을 통해 유의미한 파이프라인을 만듭니다.
이미 크로스보더 셀러를 고객으로 보유한 파트너와 협업하며, 고객 여정 안에 Airwallex가 자연스럽게 들어갈 수 있는 접점을 설계합니다.
파트너가 Airwallex를 더 효과적으로 소개할 수 있도록 메시지, 세일즈 enablement, 협업 프로세스를 정비합니다.
리드 품질, 전환율, 매출 기여도를 지속적으로 추적하고 성과 기반으로 파트너 전략을 고도화합니다.
내부 영업, 마케팅, 운영 팀과 협업해 리드 생성부터 온보딩까지의 후속 실행을 촘촘히 연결합니다.
크로스보더 이커머스 분야에서 파트너십을 통해 리드 제너레이션을 만들어본 경험이 있는 분
마켓플레이스, 운영대행, 마케팅 대행, 물류, 세무, 정산 등 관련 파트너사와 긴밀히 협업해본 경험이 있는 분
셀러의 운영 흐름과 pain point를 이해하고, 어디에서 파트너 협업이 사업적 가치를 만들 수 있는지 판단할 수 있는 분
직접적인 리드젠 경험이 없더라도, 파트너 협업 기반 세일즈 환경에서 유의미한 성과를 만들어본 분
다양한 이해관계자와 협업하며 생태계 기반 협업을 실제 파이프라인으로 전환할 수 있는 분
크로스보더 이커머스 영역에서 파트너 기반 리드젠 또는 코셀링 경험
결제, 외환, 운영, 물류, 세무, 정산 등 셀러 pain point에 대한 높은 이해
해외 확장 중인 한국 셀러 대상 세일즈 또는 지원 경험
글로벌 커머스 내 경쟁사 및 생태계 구조에 대한 이해
이 역할의 성공은 크로스보더 이커머스 파트너 생태계를 활용해, 반복적으로 고품질 리드를 만들고 이를 온보딩까지 연결하는 것입니다.
크로스보더 셀러를 보유한 핵심 생태계 파트너 네트워크를 구축합니다.
반복 가능한 공동 캠페인과 코셀링 구조를 만들어 측정 가능한 파이프라인을 형성합니다.
파트너 타기팅, 메시지, 실행 방식을 개선해 리드 품질과 전환율을 높입니다.
해외 확장 중인 셀러에게 Airwallex를 실질적인 운영 파트너로 포지셔닝합니다.
지원서에는 아래 내용이 잘 드러나면 좋습니다.
어떤 이커머스 생태계 파트너와 협업했고, 그 파트너들이 어떤 셀러를 지원했는지
리드젠, 추천, 코셀링 구조를 직접 리드했는지 혹은 지원했는지
운영, 물류, 세무, 정산, 셀러 성장 관련 파트너와 어떤 방식으로 협업했는지
파트너십 기반 세일즈 활동으로 어떤 정량적 성과를 만들었는지
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 don’t 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.