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Senior Manager, GTM Partnerships, SME & growth

Airwallex· SME & Growth Business
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FR - ParisFull-timePosted 1mo ago

About the role

Senior leadership role responsible for owning and executing the France partnerships strategy (Accounting, Travel & E-commerce), leading a team of four partnership managers, and driving partner-sourced pipeline and revenue within the SME & Growth GTM.

Responsibilities

  • Own the French partnerships strategy, prioritising Accounting and Travel & E-commerce first and aligned with the SME & Growth GTM.
  • Set partner ICPs, commercial priorities, account plans, pipeline expectations and operating standards across the team.
  • Lead, coach and develop the four partnership managers, giving each a clear mandate and measurable pipeline objectives.
  • Personally source and progress a portfolio of strategic partnerships in at least one priority vertical.
  • Build repeatable referral, reseller, co-selling and partner-led outbound motions across Accounting, Travel, Payments, E-commerce and Venture Capital.
  • Turn signed partnerships into active commercial channels, not passive logos.
  • Partner with Sales on account mapping, lead routing, qualification, follow-up and conversion of partner-sourced opportunities.
  • Track partner-sourced and influenced pipeline, conversion, time to first referral and revenue contribution, scaling what creates quality pipeline and stopping what doesn't.
  • Partner with Marketing, RevOps, Product, Solutions, Risk and Compliance to remove friction from the partner journey.

Qualifications

  • 8+ years in partnerships, channel sales, indirect sales, partner sales, strategic business development or a comparable commercial role.
  • A successful 0-to-1 partnership motion or vertical launch in Accounting or Travel & E-commerce, with measurable commercial outcomes.
  • Strong channel-led execution and a personal track record of partner-sourced referrals, pipeline, opportunities or revenue.
  • Commercial experience across at least two of these verticals: Accounting, Travel, Payments, E-commerce or Venture Capital.
  • A deep, activatable network in at least one priority vertical, with access to senior decision-makers.
  • Strong strategic judgement and hands-on execution: you can define the strategy, open the first doors, lead key meetings and progress strategic partnerships.
  • Experience designing partner ICPs, activation motions, attribution and channel performance management.
  • Professional English plus native or bilingual French.

Skills

Required:Partnerships strategy and program designChannel sales and partner management
Nice to have:Leadership and people management

Benefits

  • -
Last updated Oct 15, 2026. Interested? Apply on the company site.
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About Airwallex

Trusted Global Payments & Financial Platform

Grow your business faster with Airwallex - global business accounts, high speed transfers, multi-currency cards, online payments, embedded finance, and more.

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