Director, Channel Partnerships, SME & Growth, Americas

What you’ll do

Airwallex is seeking a Director, Channel Partnerships to lead and scale our partnerships strategy across the Americas, with an initial focus on building the channel from the ground up in Mexico as part of our market entry. In this role, you will own the end-to-end partner lifecycle, from identifying and qualifying high-value channel partners to designing scalable programs that drive consistent revenue growth through network, referral, co-sell, and integration partnerships. You will work closely with Sales, Marketing, Product, Strategy, and Operations to position Airwallex's multi-product platform (FX, cross border and local payments, cards, treasury, billing) to partners and their clients, while navigating an evolving regulatory and licensing landscape in the region. This is a high-impact opportunity to shape how Airwallex wins through partnerships in a new market, with the potential to expand the channel strategy across the broader Americas over time.

This role is based in Mexico City, MC.

Responsibilities

• Lead, own, and develop a partnership strategy that aligns with Airwallex's overall go-to-market motion in the Americas, with an initial focus on Mexico.
• Be accountable for identifying growth opportunities, testing new verticals, and building a high-quality portfolio of partners across Big 4 Consulting firms, ERPs, SaaS platforms, accounting/bookkeeping firms, PE/VC networks, and fintech ecosystem players.
• Design and build scalable channel programs, including referral models, affiliate structures, co-marketing initiatives, and technical integrations, to consistently deliver growth in the partnerships channel.
• Work closely with Marketing, Sales, Strategy, and Product teams to position Airwallex's value proposition to partners and their clients in the Americas region.
• Build, mentor, and lead a high-performing team of Channel/GTM Partnership Managers as the Americas partnerships function scales. (Confirm team scope with HM.)
• Represent Airwallex at industry events, conferences, and partner forums, and speak on relevant panels and webinars to elevate Airwallex's ecosystem presence in the region.
• Own partner-sourced and partner-influenced revenue targets; define KPIs, monitor pipeline health and conversion metrics, and report on performance using CRM tools (e.g., Salesforce) to ensure measurable business impact.

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

• Demonstrable interest in the financial industry, fintech, SaaS, and/or payments, with a strong understanding of cross-border payment solutions and global financial infrastructure.
• Strong commercial instincts and a history of meeting or exceeding OKRs/KPIs consistently, with the ability to drive "partnership" conversations vs. "sales" conversations.
• 8+ years of work experience in channel partnerships, business development, strategic sales, or a similar role, with at least 3 years in a leadership capacity, ideally in a high-growth, fast-paced environment.
• Comfortable working with data and spreadsheets (G-Suite, Looker, Salesforce) and building and delivering presentations for partners, clients, and internal stakeholders.
• Excellent written and verbal communication skills in both Spanish and English (fluency in both is required).

Preferred qualifications

• Experience building a channel partnerships or GTM partnerships function from zero to one, particularly in a new or emerging market such as Mexico or broader Latin America, with knowledge of local payment methods, FX dynamics, and regulatory considerations (e.g., KYC/AML compliance).
• Entrepreneurial mindset with a bias toward action and continuous improvement; comfort operating in environments with evolving priorities, licensing timelines, and limited existing infrastructure.
• Curiosity to learn quickly, adapt fast, and grow through stretch opportunities, with a strong ownership mentality aligned with Airwallex's Operating Principles.

Please submit resumes in English

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Equal opportunityAirwallex 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.