GTM Partnerships Manager, SME & Growth

About the role

You will own the end-to-end strategy and execution of partner-led growth within the SME segment in Malaysia, translating business objectives into measurable channel outcomes. You will act as the primary strategic interface between Airwallex and its ecosystem of ambassadors, integrating partners into our product roadmap and commercial engine. You will leverage data to prioritize high-impact opportunities and remove blockers across the partner lifecycle, ensuring seamless execution from first contact to scaled activation. You will build resilient networks that drive sustainable acquisition and long-term retention through trusted relationships. You will use AI and first-principles thinking to innovate how partnerships create value across the SME and growth spectrum. You will report outcomes clearly to senior stakeholders and continuously refine playbooks based on market feedback and performance signals.

Key facts

What you'll do

• Acquire and manage relationships with Airwallex ambassadors and strategic partners, including key segments within the e-commerce, corporate secretary, and the start-up space.
• Manage all processes for acquiring and managing Airwallex partnerships, covering prospecting, meetings, contracting, integration (if required), onboarding, and ongoing management or activation.
• Overachieve your revenue targets through referrals from your partnerships by designing and executing targeted campaigns and incentives.
• Coordinate with cross-functional teams within Airwallex, including legal, strategy, operations, and finance, to resolve escalations and deliver a seamless experience for partners.
• Maintain ongoing engagement with partners to build long-lasting relationships, using structured touchpoints and value reviews to ensure mutual success.
• Contribute ideas and initiatives to senior Airwallex stakeholders on how to strengthen the partner network, including pilots, case studies, and best practices documentation.
• Translate partnership performance into clear narratives and dashboards, using insights to refine targeting, messaging, and activation workflows.
• Identify adjacent segments and white-space opportunities, then collaborate with product and marketing to design scalable partnership models.
• Own key commercial metrics including pipeline, conversion, and retention, aligning partner behaviors with agreed targets and SLAs.
• Serve as the escalation owner for critical partner issues, coordinating solutions across teams while protecting relationship equity.
• Monitor competitive dynamics and market trends, feeding findings into partnership playbooks and positioning frameworks.
• Ensure all partner-facing materials, agreements, and processes comply with Airwallex policies and regulatory requirements in Malaysia.

Requirements

• 3+ years' experience in partnership, sales, marketing or business development.
• Experience in negotiation and partnership proposal development preferred.
• Experience in strategy/ops or working in tech or a fast-growing start-up would be advantageous.
• Existing relationships or strong network with referral partners in e-commerce, corporate secretary, or start-up space preferred.
• Excellent written, verbal and in-person communication skills in English, Chinese is optional nice to have.
• Strong analytical skills with experience with tools including Excel, Salesforce, etc.
• Bachelor's degree or equivalent.
• Must be eligible to work in Malaysia without sponsorship.
• Must be able to start within one month of offer acceptance.
• Must commit to a minimum tenure of 12 months if relocation support is utilized.
• Must adhere to Airwallex's code of conduct, security policies, and data protection standards.
• Must maintain confidentiality regarding partner and company information at all times.
• Must comply with all local laws and internal controls related to partner management and financial services.

Practical notes

Hours: Standard full-time hours apply.

Travel: Domestic and regional travel may be required.

Visa: Candidates must be eligible to work in Malaysia without sponsorship.

Deadline: Must be able to start within one month of offer acceptance.

Tenure: Minimum 12 months if relocation support is utilized.

This role is based in Kuala Lumpur and reports into the regional leadership structure. You will work closely with cross-functional partners to ensure that go-to-market motions are efficient, compliant, and aligned with Airwallex's strategic priorities. The ideal candidate is comfortable operating in ambiguity, balancing multiple priorities, and driving outcomes in a fast-paced, high-growth environment. You will be expected to manage a portfolio of partners, own clear metrics, and demonstrate how thoughtful partnership management directly contributes to business growth. Success in this role will be defined by your ability to build trust, execute flawlessly, and scale programs that deliver compounding value to Airwallex and its partner ecosystem.