GTM Partnerships Manager, Canada

About Airwallex
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 - including Brex, Rippling, Navan, Qantas, SHEIN and many more - 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 2,200 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 you're ready to do the most ambitious work of your career, join us.
Attributes We Value
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 you're 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 zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next.
About the team
Airwallex is seeking a highly motivated and results-oriented GTM Partnerships Manager to join our growing Canada SME partnerships team. This is a partnership role where you will be responsible for the full sales cycle, including business development, developing robust partner programs, and managing existing partners. You will play a key role in developing and executing our go-to-market strategy, building valuable partner relationships, and driving customer acquisition. This is a fantastic opportunity for a partnership professional to gain valuable experience and contribute to the success of a high-growth fintech company.
What you'll do
You'll operate as a full-cycle Partnerships Manager, owning the partner lifecycle end-to-end-from sourcing through to revenue generation. Working closely with GTM, sales, marketing, and strategy, you'll turn partnerships into a consistent, scalable growth channel. This role is central to Airwallex's expansion in Canada, helping build brand awareness while developing a high-performing partner ecosystem.
This role is hybrid, based in Toronto.
Responsibilities:

• Identify, qualify, and close new partnership opportunities across priority verticals
• Own partner relationships end-to-end, including onboarding, activation, and ongoing management
• Drive partner-sourced pipeline and revenue through consistent activation and engagement
• Build joint GTM plans with partners, including campaigns, events, and co-selling motions
• Develop strong relationships with key stakeholders and executives within partner organizations
• Work cross-functionally to solve partner challenges and deliver a seamless experience
• Partner with marketing and sales teams to support lead generation and brand-building initiatives

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:

• 4+ years of experience in partnerships, business development, sales, or a related GTM role
• Experience owning relationships and driving commercial outcomes
• Strong communication skills and the ability to build relationships quickly
• Highly analytical with strong problem-solving skills and the ability to operate in ambiguity
• Experience using CRM and related tools (e.g. Salesforce, HubSpot, ZoomInfo)

Preferred qualifications:

• Experience in fintech, payments, or a high-growth startup environment
• Experience negotiating and structuring partnerships with commercial outcomes
• Exposure to complex or API-led partnerships
• Existing network in Canada within key verticals (ecommerce, tech, travel, professional services)
• Additional language skills (French is an asset)

Applicant Safety Policy: Fraud and Third-Party Recruiters
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.
Equal opportunity
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.
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