The Challenge
Airwallex is a $8B fintech powering 200K+ businesses globally. You'll own the Americas partnership strategy—architecting deals with Fortune 500s, unicorns, and financial institutions that unlock exponential user adoption and revenue growth.
Your Mission
Map the top 50 strategic partnership opportunities in Americas; prioritize by revenue potential and strategic fit
Establish executive relationships with 8-10 tier-1 prospect partners (payment networks, enterprise software, financial institutions)
Build a 90-day partnership pipeline with clear deal stages, sizing, and timeline requirements
Define partnership playbook: deal structure templates, legal frameworks, and integration requirements
Close 3-5 strategic partnerships generating combined $5M+ ARR within 12 months
Launch first co-go-to-market initiative with key partner; measure user adoption and feature adoption rates
Scale team: hire 2-3 partnership managers reporting to you; build operating rhythm and decision-making framework
Present quarterly partnership strategy to board; demonstrate pipeline velocity and revenue contribution
KPIs You'll Own
Partnership Pipeline Value
Total ARR potential from prospective partners in negotiation or early stage, tracked by deal stage and close probability.
Closed Partnership Revenue
Annual recurring revenue from completed strategic partnerships; measured 12-month trailing revenue contribution.
User Adoption via Partnerships
New user accounts generated through partner integrations and co-marketing initiatives as % of total new users.
Executive Relationship Velocity
Number of strategic executive relationships established and maintained; quarterly engagement frequency and sentiment.
Deal Cycle Time
Average days from initial partnership conversation to signed agreement; target <120 days for mid-market deals.
Tools & Stack
Your Team
Your Manager
Likely Chief Revenue Officer or Chief Business Officer (not specified)
Current Team
Strategic Partnerships team described as 'collaborative group of dealmakers and relationship builders'; team size not specified
New leadership position; backfill or expansion unclear
The Package
Salary
$250K-$350K base
Variable
Likely 20-30% performance bonus tied to partnership revenue
Equity
Likely 0.15%-0.35% depending on experience and negotiation
Remote
On-site: San Francisco or New York (flex location within those two cities)
Benefits & Perks
Company Intelligence
Airwallex is a unified payments and financial platform serving 200K+ businesses globally (including Brex, Rippling, Navan, Qantas, SHEIN). Founded in Melbourne, backed by T. Rowe Price, Visa, Mastercard, Sequoia, and Salesforce Ventures, valued at $8B. You're building the infrastructure for global commerce at scale.
Founded
2015
Team Size
2000
Funding
$8 billion valuation
Customers
200,000+ businesses including Brex, Rippling, Navan, Qantas, SHEIN
Culture
Founder-like energy, first-principles thinking, speed balanced with rigor, humble and collaborative; bias toward 'getting stuff done' end-to-end
Is This Role For You?
- You've closed 5+ enterprise partnerships or strategic deals; you understand win-win deal architecture, not just transactional vendor relationships
- You thrive in high-visibility, complex multi-stakeholder environments; comfortable quarterbacking across legal, product, ops, sales, and marketing
- You're energized by ambiguity; you can go deep on competitive landscape analysis and present confident recommendations to C-suite
- You have domain expertise in payments, fintech, enterprise SaaS, or financial services—you speak the language fluently
- You move fast with judgment; you're comfortable closing deals and pivoting strategy based on market signals
- You're a relationship manager, not a dealmaker; this role requires you to identify, negotiate, and structure partnerships from scratch
- You need excessive process and governance; Airwallex moves at startup velocity and expects you to make judgment calls quickly
- You're geographically inflexible; this role is on-site in SF or NYC with travel to partner sites (likely 20-30% travel)
Interview Process
Initial Screen (30 min)
Recruiter conversation on partnership background, deal experience, and strategic thinking approach
Hiring Manager Round (45 min)
VP or C-level stakeholder discussion on how you'd approach Americas partnership strategy and first 90 days
Cross-Functional Panel (60 min)
Meet with key stakeholders (sales, product, ops) to validate cross-functional collaboration capability
Deal Case Study (take-home or live)
Analyze hypothetical partnership opportunity; present strategy, risk/reward, and integration approach
Executive Conversation (30 min)
Final discussion with CRO or relevant business leader on long-term partnership vision
Interested in this role?
Apply now and hear back within days, not weeks.
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About Alianzas Roles
Partnerships professionals build and manage strategic relationships that drive revenue — through channel partners, affiliates, co-marketing, integrations, or business development deals.