Director, Channel Partnerships, SME & Growth, Americas

ABOUT AIRWALLEX

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 https://www.airwallex.com/en-us/operating-principles to see it in full.

ABOUT THE TEAM

The GTM & Ecosystem Partnership team at Airwallex is a collaborative group of dealmakers, partner managers, and partner experience builders with a vision to build a thriving ecosystem of partners and developers -- expanding our reach and enhancing Airwallex as the leading global financial platform.

WHAT YOU’LL DO

Airwallex is seeking a Director, Channel Partnerships to lead and scale our partnerships strategy across the Americas, with an initial focus on building the channel from the ground up in Mexico as part of our market entry. In this role, you will own the end-to-end partner lifecycle, from identifying and qualifying high-value channel partners to designing scalable programs that drive consistent revenue growth through network, referral, co-sell, and integration partnerships. You will work closely with Sales, Marketing, Product, Strategy, and Operations to position Airwallex's multi-product platform (FX, cross border and local payments, cards, treasury, billing) to partners and their clients, while navigating an evolving regulatory and licensing landscape in the region. This is a high-impact opportunity to shape how Airwallex wins through partnerships in a new market, with the potential to expand the channel strategy across the broader Americas over time.

This role is based in Mexico City, MC.

RESPONSIBILITIES:

• Lead, own, and develop a partnership strategy that aligns with Airwallex's overall go-to-market motion in the Americas, with an initial focus on Mexico.

• Be accountable for identifying growth opportunities, testing new verticals, and building a high-quality portfolio of partners across Big 4 Consulting firms, ERPs, SaaS platforms, accounting/bookkeeping firms, PE/VC networks, and fintech ecosystem players.

• Design and build scalable channel programs, including referral models, affiliate structures, co-marketing initiatives, and technical integrations, to consistently deliver growth in the partnerships channel.

• Work closely with Marketing, Sales, Strategy, and Product teams to position Airwallex's value proposition to partners and their clients in the Americas region.

• Build, mentor, and lead a high-performing team of Channel/GTM Partnership Managers as the Americas partnerships function scales. (Confirm team scope with HM.)

• Represent Airwallex at industry events, conferences, and partner forums, and speak on relevant panels and webinars to elevate Airwallex's ecosystem presence in the region.

• Own partner-sourced and partner-influenced revenue targets; define KPIs, monitor pipeline health and conversion metrics, and report on performance using CRM tools (e.g., Salesforce) to ensure measurable business impact.

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:

• Demonstrable interest in the financial industry, fintech, SaaS, an