Director, Channel Partnerships, SME & Growth, Americas

Responsibilities

• Lead and develop a partnership strategy for the Americas, with an initial focus on building the channel from the ground up in Mexico.
• Identify growth opportunities and build a high-quality portfolio of partners including ERPs, SaaS platforms, consulting firms, and fintech players.
• Design and implement scalable channel programs such as referral models, affiliate structures, and technical integrations.
• Collaborate with Marketing, Sales, Strategy, and Product teams to position Airwallex’s multi-product platform to partners and clients.
• Build, mentor, and lead a high-performing team of Channel/GTM Partnership Managers as the function scales.
• Own partner-sourced and partner-influenced revenue targets, defining KPIs and monitoring pipeline health via Salesforce.
• Represent Airwallex at industry events, conferences, and partner forums to elevate ecosystem presence.

Requirements

• 8+ years of experience in channel partnerships, business development, or strategic sales.
• 3+ years of experience in a leadership capacity, ideally within a high-growth environment.
• Fluency in both Spanish and English (written and verbal) is required.
• Strong commercial instincts and a proven track record of meeting or exceeding OKRs/KPIs.
• Proficiency with G-Suite, Looker, and Salesforce.
• Demonstrable interest in and understanding of fintech, SaaS, or the payments industry.

Preferred Qualifications

• Experience building a channel partnerships function from zero to one in emerging markets like Mexico or Latin America.
• Knowledge of local payment methods, FX dynamics, and regional regulatory considerations (e.g., KYC/AML).
• Entrepreneurial mindset with the ability to operate effectively amidst evolving priorities and limited existing infrastructure.

About the Company

Airwallex is a unified payments and financial platform for global businesses. Powered by proprietary infrastructure and software, we empower over 200,000 businesses worldwide—including Brex, Rippling, and Navan—to manage business accounts, payments, spend management, and treasury at a global scale. Valued at US$8 billion, we are building the future of global banking.