Manager, Go-To-Market Partnerships, SME & Growth

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 2,000 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 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 teamThe 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.
The roleAs the Manager, Go-To-Market Partnerships, SME & Growth, you will build and lead the Go-to-market (GTM) partnerships team to acquire, grow, and manage strategic partners that generate high-quality top-of-funnel leads for Airwallex Vietnam. You will be responsible for developing and executing a comprehensive GTM strategy, driving partner performance, and collaborating cross-functionally to maximize impact.
This role can be based in Ho Chi Minh City or Hanoi.
Responsibilities:

• Build and lead the GTM Partnerships team: Recruit, train, manage, and develop a team of high-performing GTM Partnership Managers, creating a strong performance and coaching culture.
• Own GTM strategy and execution: Lead the GTM Partnerships function to drive a steady flow of high-value, qualified leads from partners in key industries such as Retail, Software, Tourism, and other cross-border verticals.
• Act as an individual contributor (IC): Personally identify, acquire, and nurture strategic partners, ensuring they understand Airwallex's value proposition and are enabled to generate quality leads for the Inbound Sales team.
• Drive partner performance: Design partner programs, incentives, and joint activities to increase partner engagement and lead generation across priority segments.
• Cross-functional collaboration: Work closely with internal teams including Inside Sales (ISR), Strategy, Marketing, Sales, and other relevant stakeholders to align on target segments, messaging, lead qualification, and funnel conversion.
• Pipeline visibility and insights: Track and report on partner performance and lead flow, sharing insights and recommendations to continuously improve GTM effectiveness.

Who you areWe'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:

• At least 4 years of experience in a partnerships, go-to-market, or business development role .
• People leadership: At least 2 years of experience managing a partnership or sales team, including hiring, onboarding, and performance management.
• Demonstrated record of high performance and strong results in previous roles.
• Strong existing network of partners in cross-border industries such as Retail, Software, Tourism, Marketing Agencies, and Wholesale.
• Excellent written, verbal and in-person communication skills in both Vietnamese and English
• Excellent ability to build, maintain, and grow long-term relationships with partners, with a focus on mutual value creation and measurable lead generation.
• Bachelor's degree or equivalent.

Preferred qualifications:

• Experience in fintech, payments, SaaS, or a high-growth startup environment.
• Familiarity with Southeast Asia markets and SME customer segments.
• Proficiency with CRM tools (e.g., Salesforce, HubSpot) and Google Suite.

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.