GTM Partnerships Manager, SME & Growth, Japan

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us. Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles . You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. About the team The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. What you'll do The GTM Partnerships team in Japan is responsible for expanding Airwallex’s partner relationships, specifically across three core industries: Accounting, Start-ups & Ecommerce. Airwallex’s partner relationships drive brand awareness, customer acquisition as well as various forms of product integrations and co-marketing opportunities. We are seeking a strategic, data driven GTM Partnerships Manager to support build Japan Partnerships. Responsibilities: Acquire and manage relationships with Airwallex ambassadors and strategic partners, particularly within corporate secretary, e-commerce, accounting & the start-up space. Manage all processes for acquiring and managing Airwallex partnerships (prospecting, meetings, contracting, integration (if required), onboarding and on-going management/ activation) Overachieve your revenue targets through client referrals from your partnerships. Coordinate with cross-functional teams within Airwallex, including legal, strategy, operations and finance where required to deliver a seamless experience for our partners. Maintain ongoing engagement with partners to build towards a long-lasting relationship. Contribute ideas and initiatives to senior Airwallex stakeholders on how we can continue to strengthen our partner network. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: You have experience – at least 3+ years of B2B experience managing and growing technology/Fintech relationships with SME accounts Experience in negotiation and partnership proposal development preferred Experience in strate