---
title: 'Senior Manager, GTM Partnership, SME & Growth at Airwallex'
canonical: 'https://feeny.ai/job/senior-manager-gtm-partnership-sme-growth-airwallex-ho-chi-minh-city-sr1ag9sykjmk'
type: 'job'
last_seen: '2026-11-04'
---

# Senior Manager, GTM Partnership, SME & Growth at Airwallex

- **Company:** [Airwallex](https://feeny.ai/companies/airwallex)
- **Location:** Ho Chi Minh City, Vietnam
- **Employment:** full-time
- **Posted:** 2026-10-16
- **Last confirmed live:** 2026-11-04
- **Apply:** https://jobs.ashbyhq.com/airwallex/699afc70-31fd-449e-92af-ba1575352d28

## Job description

## 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 2,700 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 SME & Growth team helps ambitious businesses start, scale and operate internationally. We work across acquisition, activation, retention and expansion to build a consistent, insight-led commercial engine for our customers. Our team operates in a fast-paced, highly collaborative environment, partnering closely with Sales, Account Management, Customer Success, Marketing, Operations and Product. You will have the opportunity to take ownership early, solve complex commercial problems and grow your scope as the Vietnam business scales.

## What you'll do

We are looking for a commercially minded Manager, GTM Partnerships to lead and develop our Channel Partnership Manager function in Vietnam. You will build the operating model that turns partnerships into a repeatable source of qualified opportunities, activated customers and revenue. This is a hands-on leadership role. You will move between strategy and execution, shaping partner coverage, coaching the team, engaging priority partners, improving referral and sales processes, inspecting performance data and removing obstacles across the customer funnel. This is an onsite role based in Ho Chi Minh City.

Responsibilities:

- Own the strategy and execution plan for the Channel Partnership Manager function, aligned with Vietnam market opportunities and Airwallex’s company growth priorities.
- Define partner segmentation, coverage models, engagement plans, ownership rules and success criteria.
- Build and manage a high-quality partner pipeline from partner identification and qualification through onboarding, activation, ramp-up and ongoing performance management.
- Identify and prioritise partner opportunities across relevant ecosystems, including eCommerce, mobile gaming, tourism, technology platforms, professional services and cross-border business networks.
- Develop joint business plans with strategic partners, including target segments, value propositions, activities, referral goals and mutual success measures.
- Develop referral, co-selling, event and activation programs that generate qualified opportunities and improve partner time-to-revenue.
- Establish appropriate commercial and incentive models in partnership with relevant internal stakeholders.
- Monitor partner productivity, referral quality, pipeline coverage, conversion, activation, go-live performance and revenue contribution. Take corrective action when performance is below plan.
- Build strong relationships with priority partners and act as an escalation point for commercial, operational and customer issues.
- Run regular partner business reviews to assess performance, identify opportunities and agree on actions for improvement.
- Set team objectives, individual targets and weekly execution priorities.
- Coach Channel Partnership Managers on partner acquisition, relationship management, joint planning, commercial conversations, negotiation and partner growth.
- Create development plans, support career progression and build a culture of accountability, collaboration and continuous improvement.
- Establish dashboards and reporting for partner activity, referral volume, lead quality, pipeline progression, conversion, activation and revenue contribution.
- Use CRM and funnel data to diagnose performance issues, improve sales velocity and prioritise interventions.
- Partner with Marketing to improve campaign, event and partner-marketing performance.

Minimum qualifications:

- At least 7 years of relevant experience in B2B sales, channel partnerships, partner management, business development, inside sales or a related commercial function.
- Experience leading, coaching or managing a sales, partnerships or business development team.
- A strong track record of delivering commercial targets and improving pipeline or funnel performance.
- Practical experience managing partner acquisition, onboarding, activation, referral programs or channel-driven growth.
- Excellent communication, coaching, stakeholder management, negotiation and problem-solving skills.
- Strong analytical skills and comfort using data to make decisions and hold teams accountable.
- Ability to move between strategic planning and hands-on execution in a fast-paced environment.
- Ability to build trust with external stakeholders and influence cross-functional internal teams.
- Customer-first mindset, high ownership and a bias toward action.
- Fluency in English and Vietnamese, written and spoken.

Preferred qualifications:

- Experience creating joint go-to-market plans, partner enablement programs or co-selling motions.
- Experience in fintech, payments, SaaS, e-commerce, technology platforms or professional services.
- Experience managing referral fees, revenue share models, campaign funding or other partner incentive programs.
- Familiarity with partner relationship management, CRM and reporting tools such as PartnerStack, Salesforce or Looker.
- Experience using partner-sourced pipeline, conversion, activation, go-live and revenue metrics to manage performance and inform commercial decisions.
- Existing relationships across Vietnam’s eCommerce, technology, agency, advisory, tourism or cross-border business ecosystems.

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.

## About Airwallex

## Company Overview
- **One-liner**: Airwallex is a financial technology company building a unified global payments and banking platform that helps businesses manage cross-border payments, treasury, spend, and financial operations through proprietary infrastructure, software, and AI.
- **Entity Type**: Private (Series G)
- **Headquarters**: Dual headquarters in Singapore and San Francisco, USA; founded in Melbourne, Australia
- **Founded**: 2015
- **Founders**: Jack Zhang (CEO), Lucy Liu, Max Li, Xijing Dai, and Ron Li

## Core Business
- Primary industry: Financial Services / Payments / Fintech Infrastructure
- Target customers: B2B, primarily serving SMBs, scaling enterprises, digital platforms, and marketplaces globally
- Mission or purpose statement: "Build the future of global banking" — they aim to replace legacy, fragmented banking systems with a borderless, intelligent, real-time financial operating system for modern businesses.

## Products & Services
- **[Business Accounts]**: Multi-currency global accounts to receive, hold, and manage funds in 20+ currencies, with local account details for key markets.
- **[Payments]**: Global payment acceptance via 160+ local payment methods, low-code checkout, and programmatic payout capabilities to 200+ countries.
- **[Spend / Corporate Cards]**: Multi-currency corporate and employee cards with customisable spend controls, designed for global teams.
- **[Expense Management]**: A platform to track, control, and reconcile global business expenses, including employee reimbursements.
- **[Billing & Subscription Management]**: A billing platform for usage-based and subscription pricing models, supporting AI companies and complex revenue workflows.
- **[Platform APIs]**: API-first infrastructure enabling businesses to embed financial services (accounts, payments, FX, card issuing) into their own products.
- **[FX & Treasury]**: Interbank foreign exchange rates and tools to intelligently manage currency risk across markets.

## Market Standing
- **Valuation**: US$11 billion (latest valuation in 2025, following a fresh investment round).
- **Key Metric**: US$1.8 billion in total funding raised; Annual Recurring Revenue (ARR) surpassed US$1 billion by 2025.
- **Notable Investors/Partners**: Series G investors include prominent global venture capital firms (specific names not listed in source but backed by top-tier VCs); serves over 200,000 businesses including TikTok, Brex, Rippling, Navan, Qantas, and SHEIN.
- **Growth Signals**: 
  - US$287 billion in global payments processed (USD).
  - 92% of transfers settled same-day, 50% processed instantly.
  - Over 85 financial licenses and registrations globally.
  - Team of ~2,300 people across 27 offices internationally.
  - Dual-headquarters model (Singapore + San Francisco) adopted in 2025 to support next phase of growth.

## Competitive Advantages
- Proprietary, API-first infrastructure built from scratch (not riding legacy banking rails), enabling faster, cheaper, and more transparent cross-border transactions.
- Unified platform combining banking, payments, spend management, billing, and FX — reducing the need for multiple vendors.
- Deep AI integration across the platform to automate financial operations and provide intelligent insights.
- Extensive regulatory licensing (85+ licenses) across major markets, creating a high barrier to entry.
- Strong network effects: serves both direct businesses and platforms/marketplaces that embed Airwallex into their offerings.

## Strategic Focus
- Continue scaling the platform to support the rapid growth of AI-native companies and usage-based business models (highlighted by the launch of their global billing platform).
- Expand the dual-headquarters presence to tap into the largest tech talent markets (San Francisco and Singapore).
- Invest heavily in AI to build "interconnected, intelligent financial systems where money, data, and decisions move together."
- Deepen product capabilities to automate financial operations end-to-end for global businesses.

## Why Work Here
- High-growth, ambitious environment: described as "the most ambitious work of your career" by the company; founded in 2015 and already processing $287B in payments.
- Global impact and scale: work on infrastructure used by 200,000+ businesses, from startups to enterprises like TikTok and SHEIN.
- Hybrid/office culture: 27 offices globally (Melbourne, Singapore, San Francisco, London, Shanghai, Amsterdam, and more) offering opportunities to work across teams and locations.
- Engineering-driven culture: heavy emphasis on building proprietary technology, AI, and developer-first products.
- Notable perks: opportunity to work on a modern financial stack, exposure to cutting-edge AI/Fintech intersection, and a diverse, international team of "2,200 of the brightest and most innovative people in tech."

## Sources
1. [airwallex.com - Who We Are](https://www.airwallex.com/en-eu/who-we-are)
2. [airwallex.com - Global Platform](https://www.airwallex.com/global)
3. [careers.airwallex.com](https://careers.airwallex.com/)
4. [LinkedIn - Airwallex](https://www.linkedin.com/company/airwallex)
5. [jobs.ashbyhq.com - Airwallex](https://jobs.ashbyhq.com/airwallex)

## Other roles at Airwallex

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- [Sales Manager, SME & Growth](https://feeny.ai/job/sales-manager-sme-growth-airwallex-kuala-lumpur-h5bw15ry7t6n) — Kuala Lumpur, Malaysia
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- [Product Director, Issuing](https://feeny.ai/job/product-director-issuing-airwallex-singapore-d92paa62wn85) — Singapore
- [Software Engineer, Business Accounts](https://feeny.ai/job/software-engineer-business-accounts-airwallex-sydney-qmet0773hv7x) — Sydney, Australia
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- [Senior Counsel, Product Legal (Yield)](https://feeny.ai/job/senior-counsel-product-legal-yield-airwallex-singapore-zgb2j1hh0njm) — Singapore
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