Airwallex is Hiring for Director, Channel Partnerships

Airwallex is hiring a Director, Channel Partnerships to lead U.S. channel growth across priority ecosystems and build scalable partner programs. This senior role is ideal for a strategic partnerships leader who can drive revenue impact, evolve channel strategy, and develop a high-performing team.

Company Overview

Airwallex is a unified payments and financial platform serving more than 150,000 businesses globally. With proprietary infrastructure and software, the company supports business accounts, payments, card issuing, spend management, treasury, and embedded finance at scale. Founded in Melbourne, Airwallex now has 1,700+ employees across 26 offices, a valuation of US$6.2B, and backing from investors including Visa, Airtree, Blackbird, Sequoia, DST Global, Greenoaks, Salesforce Ventures, Lone Pine, and Square Peg.

Role Summary

The Director, Channel Partnerships will define, launch, and accelerate Airwallex’s U.S. channel strategy, with an emphasis on building new partner pillars across ERPs, private equity and venture capital firms, technology integrators, and accounting/bookkeeping firms. You will establish Airwallex as the preferred global expansion partner for U.S. SMB and mid-market companies while hiring and mentoring a team of Channel Partnership Managers. This role owns near-term revenue impact and long-term evolution of the channel model.

Key Responsibilities

• Define and execute multi-vertical channel strategy to drive acquisition and revenue across FX, card issuing, payments acquiring, and spend management.
• Identify, negotiate, and close high-impact partnerships, prioritizing ERPs, PE/VC firms, and accounting/bookkeeping partners.
• Build a scalable partner referral engine that delivers qualified pipeline; collaborate with AEs for efficient conversion to revenue.
• Design and optimize partner programs, including referral and affiliate models, co-marketing (webinars, events, content syndication), and technology integrations tailored to partner types.
• Continually refine channel strategy by assessing new verticals, partnership models, and product integration opportunities.
• Recruit, lead, and develop a team of Channel Partnership Managers aligned to priority verticals and partner types.
• Drive cross-functional alignment with Sales, Marketing, Product, Operations, and Legal to deliver seamless partner experiences and GTM execution.
• Stay ahead of market trends and the competitive landscape to inform strategy and identify white-space opportunities.

Ideal Profile

Minimum Qualifications

• 8+ years in channel partnerships, business development, or strategic sales; 3+ years leading complex partnerships and/or teams.
• Proven success building and scaling channel programs that drive material revenue across multiple industries/verticals.
• Deep knowledge of ecosystems such as VC/startup, SaaS, and travel, with clarity on players, trends, and levers.
• Established network in startup, venture capital, or private equity communities and ability to expand it strategically.
• Track record hiring, mentoring, and inspiring high-performing teams; strong executive negotiation and relationship skills.
• Analytical, data-driven approach to decision-making and operational efficiency with excellent written and verbal communication.

Preferred Qualifications

• Experience in fintech or payments.
• Background in fast-growing startup environments.

Compensation And Location

Job Type: Full-time

Location: San Francisco, CA or New York City, NY (U.S.)

Compensation: USD $175,000–$225,000 base salary

Airwallex is an equal opportunity employer.

How To Apply

Review the full details and submit your application via Airwallex’s job posting here.

About Mesha: Mesha is a hub for ambitious marketers with playbooks, company spotlights, and curated roles. Explore resources and insights at Mesha, or browse more marketing leadership opportunities here.