Senior Manager, GTM Partnerships, SME & Growth

About the role

Airwallex, the AI-native financial operating system used by more than 675,000 businesses, is looking for a Senior Manager to lead and develop a team of four partnership managers and own the partnerships strategy for France. This is a strategic, hands-on player-coach role focused on commercial partnerships and lead generation, not technical integrations. The role is based in the Paris office at least three days a week.

Key responsibilities

• Set partner ICPs, commercial priorities, account plans, pipeline expectations and operating standards across the team.
• Lead, coach and develop the four partnership managers, giving each a clear mandate and measurable pipeline objectives.
• Personally source and progress a portfolio of strategic partnerships in at least one priority vertical.
• Build repeatable referral, reseller, co-selling and partner-led outbound motions across Accounting, Travel, Payments, E-commerce and Venture Capital.
• Turn signed partnerships into active commercial channels, not passive logos.
• Partner with Sales on account mapping, lead routing, qualification, follow-up and conversion of partner-sourced opportunities.
• Track partner-sourced and influenced pipeline, conversion, time to first referral and revenue contribution.
• Partner with Marketing, RevOps, Product, Solutions, Risk and Compliance to remove friction from the partner journey.

Required profile

• 8+ years in partnerships, channel sales, indirect sales, partner sales, strategic business development or a comparable commercial role.
• A successful 0-to-1 partnership motion or vertical launch in Accounting or Travel & E-commerce, with measurable commercial outcomes.
• Commercial experience across at least two of these verticals: Accounting, Travel, Payments, E-commerce or Venture Capital.
• A deep, activatable network in at least one priority vertical, with access to senior decision-makers.
• Strong strategic judgement and hands-on execution, able to define strategy, open the first doors and lead key meetings.
• Experience designing partner ICPs, activation motions, attribution and channel performance management.
• Professional English plus native or bilingual French.
• Preferred: experience leading or coaching partnership professionals, and experience in accounting, payments, fintech, ERP, financial software or another competitive B2B environment.

Applicants should apply through the company's careers site or its official LinkedIn page; the company states it will not ask for bank details or sensitive IDs during the process.