Director, Channel Partnerships, SME & Growth, Americas

About the role

Airwallex is building its channel partnerships strategy across the Americas, starting with Mexico as part of its market entry. As Director, you will shape how Airwallex wins through partnerships in a new market and build the foundations for broader regional growth. You will work from the Mexico City office three days a week.

Key responsibilities

• Lead and scale the channel partnerships strategy across the Americas, building the channel from the ground up in Mexico.
• Own the full partner lifecycle, from identifying and qualifying high-value partners to designing scalable network, referral, co-sell, affiliate, co-marketing and integration programs.
• Build a high-quality portfolio across Big 4 consulting firms, ERPs, SaaS platforms, accounting and bookkeeping firms, PE and VC networks and fintech ecosystem players.
• Partner with Sales, Marketing, Product, Strategy and Operations to position the multi-product platform (FX, cross-border and local payments, cards, treasury and billing) with partners and their clients.
• Build, mentor and lead a team of Channel and GTM Partnership Managers as the function scales.
• Represent Airwallex at industry events, conferences, partner forums, panels and webinars, and own channel KPIs, pipeline health, conversion metrics and revenue reporting through CRM tools such as Salesforce.

Required profile

• Demonstrable interest in financial services, fintech, SaaS and/or payments, with a strong understanding of cross-border payment solutions and global financial infrastructure.
• Strong commercial instincts and a track record of meeting or exceeding OKRs and KPIs, leading partnership conversations rather than traditional sales conversations.
• 8+ years of experience in channel partnerships, business development, strategic sales or a similar role, including at least 3 years in a leadership capacity, ideally in a high-growth, fast-paced environment.
• Excellent written and verbal communication in both Spanish and English; fluency in both languages is required.
• Preferred: experience building a channel partnerships or GTM partnerships function from zero to one in a new or emerging market such as Mexico or Latin America, with knowledge of local payment methods, FX dynamics and regulatory considerations such as KYC and AML compliance.

Required skills

• Building and delivering presentations for partners, clients and internal stakeholders.
• Working with data and spreadsheets using tools such as G-Suite, Looker and Salesforce.

Candidates should apply through the company's careers site; the application must be submitted in English.