GTM Partnerships Manager, Israel and Middle East

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full.   ABOUT THE TEAM The GTM Partnerships team is part of Airwallex’s Commercial organisation and builds partnerships that create qualified customer opportunities, increase product adoption and support growth across Israel and the Middle East. The team works with referral partners, professional services firms, consultants, technology platforms and integration partners. We work closely with Sales, Marketing, Product, Operations, Finance, Legal, Risk and Solutions Engineering to move opportunities from initial conversation to activation and growth. This role is a strong fit for someone who enjoys building trusted relationships, taking ownership early and turning them into measurable commercial outcomes while growing through increasingly complex partnership work. WHAT YOU’LL DO This is a hands-on commercial partnerships role focused on growing partner sourced pipeline, revenue and product adoption across Israel and the Middle East. You will manage relationships with existing partners, develop new partnerships and create repeatable ways for partners to generate customer opportunities. You will also help Airwallex develop partnerships with technology platforms and external providers, including ERP platforms, digital wallets, payment orchestration providers and other relevant business systems. You will work across commercial, product and operational teams to move partnerships and integration opportunities forward. This role is based in Tel Aviv, Israel, and supports partnership activity across Israel and the Middle East. RESPONSIBILITIES - Manage and grow an assigned portfolio of partners by building trusted relationships, agreeing clear plans and increasing partner activity, referrals and product adoption. - Identify, qualify, negotiate and activate new referral, channel and technology partnerships that can create meaningful commercial opportunities for Airwallex. - Build and manage partner sourced pipeline by identifying relevant customer opportunities, coordinating introductions, supporting qualification and ensuring a clear handoff to the appropriate commercial owner. - Develop partner enablement and joint go to market motions, including partner briefings, product education, commercial materials, referral processes and structured follow up. - Lead defined partnership and integration workstreams with ERP platforms, digital wallets, payment orchestration providers and other technology partners. Coordinate discovery, requirements, commercials, ownership, timelines, implementation risks and launch readiness across the relevant teams. - Monitor partner performance and maintain disciplined follow up across partner activity, opportunity progress, attribution, commercial outcomes and operational issues, using internal reporting and data to identify improvement opportunities. WHO YOU ARE We’re looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but they’re not mandatory. MINIMUM QUALIFICATIONS: - Experience in partnerships, channel sales, business development, account management or B2B growth in a commercial environment. - A track record of building relationships and converting them into partner activity, qualified opportunities or revenue. - Experience managing partners through multiple stages, including initial engagement, commercial alignment, activation and ongoing growth. - Strong organisation and follow up skills, with the ability to manage multiple partner relationships and opportunities at the same time. - Ability to work effectively across Sales, Marketing, Product, Operations, Finance, Legal, Risk and Solutions Engineering. - Strong written, verbal and presentation skills in English. PREFERRED QUALIFICATIONS - Experience in fintech, payments, SaaS, financial services or another technology led B2B environment. - Experience working with ERP platforms, digital wallets, payment service providers, payment orchestration providers or other technology integrations. - Experience creating partner enablement materials, joint commercial plans or repeatable partner processes. - Existing relationships with relevant referral, professional services, consulting or technology partners in Israel or the Middle East; Hebrew language skills are an advantage for the local market. HOW YOU WORK - Commercially minded and motivated by measurable outcomes. - Build trust quickly and maintain strong relationships over time. - Proactive and comfortable creating momentum without waiting for perfect information. - Organised, persistent and disciplined about follow up. - You can move between relationship building, commercial discussions, operational details and cross functional problem solving. - You are comfortable working in an environment where priorities evolve and ownership is expected. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.