Director, Channel Partnerships, SME & Growth, Americas

About the role

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. You will bring strong role-related expertise and sharp thinking to solve complex problems, move fast with good judgment, and make decisions from first principles, balancing speed and rigor. You are humble and collaborative, turning zero-to-one ideas into real products, and you "get stuff done" end-to-end while using AI to work smarter and solve problems faster.

Key facts

What you'll do

• 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.
• 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.
• Conduct in-depth market and competitive analyses to uncover partner gaps and white-space opportunities that align with Airwallex's strategic priorities.
• Establish rigorous governance and performance reviews for the partner ecosystem to ensure alignment with Airwallex's commercial, compliance, and product objectives.
• Collaborate with Legal and Compliance to structure partner agreements, revenue sharing models, and data-sharing frameworks that mitigate risk while enabling scale.

Requirements

We are looking for candidates who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory.

• Demonstrable interest in the financial industry, fintech, SaaS, and/or payments, with a strong understanding of cross-border payment solutions and global financial infrastructure.
• Strong commercial instincts and a history of meeting or exceeding OKRs/KPIs consistently, with the ability to drive "partnership" co-selling motion with enterprise sales teams.
• Experience managing and scaling channel or partner programs in a B2B SaaS or financial services environment, preferably in Latin America or high-growth international markets.
• Track record of building and maintaining C-level and executive-level relationships at partner organizations, including agencies, integrators, and platforms.
• Demonstrated ability to analyze complex data sets, translate insights into action, and influence stakeholders through clear narratives and rigorous business cases.
• Exceptional verbal and written communication skills in English and Spanish, with the ability to tailor messaging for technical and non-technical audiences.
• Strong comfort with ambiguity and a bias for action, able to operate independently and make high-quality decisions with limited guidance.
• Proven experience using CRM tools (e.g., Salesforce) to manage pipeline, forecast revenue, and track key performance indicators.
• Willingness to travel regionally to support partner engagements, industry events, and customer visits as business needs require.

Practical notes

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