GTM Partnerships Manager, SME & Growth, KR

About this role

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 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 at Airwallex drives new customer acquisition through strategic partners and builds scalable partnership models that convert ecosystem relationships into meaningful business outcomes.

This role focuses on cross-border e-commerce ecosystem, government agencies, corporate secretarial firms. This role is expected to generate qualified leads and turn institutional relationships into customer onboarding opportunities and create repeatable collaboration models that help Korean businesses grow globally with Airwallex.

Responsibilities:

- Build and deepen partnerships with partners to drive lead generation for Airwallex.

- Develop structured collaboration plans that translate institutional partnerships into customer onboarding opportunities.

- Lead joint initiatives such as seminars, workshops, webinars, campaigns, referral programs, and member education sessions with partner organizations.

- Work closely with external institutions to identify member needs and position Airwallex as a practical solution for cross-border growth.

- Drive partnership discussions from relationship building to execution, including collaboration frameworks and formal partnership agreements where relevant.

- Build repeatable partner motions that help institutional partners consistently introduce and onboard qualified businesses to Airwallex.

- Collaborate internally with sales, marketing, product, and operations teams to ensure partnership programs convert into measurable outcomes.

Who you are
Requirements:

- Someone with strong experience managing partnerships with government agencies, associations, or ecosystem organizations.

- Someone who understands how institutions support Korean businesses in commerce, exports, fintech, or international expansion.

- Someone who can turn high-trust external relationships into scalable commercial outcomes and customer onboarding.

- Someone who can navigate multiple stakeholders, run partnership programs with discipline, and drive strong follow-through.

- Someone who is comfortable operating in a relationship-led environment while maintaining a sharp commercial mindset.

Preferred qualifications:

- Experience working closely with organizations such as KITA, KOTRA, fintech associations, beauty associations, or chambers of commerce.

- Experience leading or supporting MOU discussions and formalizing partnership frameworks.

- Experience in programs supporting Korean companies expanding overseas.

- Knowledge of foreign exchange, cross-border business operations, or overseas entity setup.

What success looks like:

- Success in this role means building credible, long-term institutional partnerships that consistently generate qualified onboarding opportunities for Airwallex.

- Build a focused portfolio of high-value institutional partners and create strong working relationships.

- Launch repeatable collaboration models that generate awareness, leads, and customer onboarding.

- Position Airwallex as a trusted cross-border growth partner for Korean businesses supported by these institutions.

- Convert relationship-driven partnerships into measurable pipeline and onboarding outcomes.

Application tips:

Strong applications should clearly demonstrate:

- Which institutions, associations, or public ecosystem partners you managed.

- What type of joint initiatives you led and what business outcomes they created.

- Whether you have worked on MOU discussions, formal partnership structures, or member programs.

- How you turned ecosystem relationships into onboarding, pipeline, or commercial results.

국문 버전

ABOUT THE TEAM

Airwallex의 GTM Partnerships 팀은 전략적 파트너와의 협업을 통해 신규 고객 유입을 만들고, 파트너십을 실제 사업 성과로 연결하는 구조를 설계하고 운영합니다.

이 역할은 정부기관, 산업 협회, 상공회의소, 유관 단체 등 한국 기업의 커머스, 수출, 핀테크 도입, 해외 진출을 지원하는 기관들과의 협업에 초점을 둡니다. 단순한 관계 구축을 넘어, 기관 협력을 실제 고객사 온보딩과 반복 가능한 리드 소스로 연결하는 역할이 중요합니다.

WHAT YOU’LL DO

- 한국 기업 지원과 관련된 정부기관, 협회, 상공회의소, 산업 생태계 조직과의 파트너십을 발굴하고 강화합니다.

- 기관 협력을 고객사 온보딩으로 연결할 수 있는 구조화된 협업 모델을 설계합니다.

- 세미나, 웨비나, 교육 세션, 공동 캠페인, 추천 프로그램 등 기관과의 공동 프로그램을 기획하고 실행합니다.

- 기관이 보유한 회원사 또는 지원 대상 기업의 니즈를 파악하고, Airwallex를 해외 확장을 위한 실질적 솔루션으로 포지셔닝합니다.

- 관계 형성부터 실행까지 주도하며, 필요 시 협업 프레임워크나 MOU 체결 논의도 리드합니다.

- 기관 파트너가 지속적으로 적합한 고객사를 소개하고 온보딩할 수 있도록 반복 가능한 운영 방식을 만듭니다.

- 내부 영업, 마케팅, 제품, 운영 팀과 협업해 파트너십…