Director, Channel Partnerships, SME & Growth, Americas

MX - Mexico City · 8+ years experience · Full-time · Hybrid · Posted Sep 23, 2026

At a glance

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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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.

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.

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.
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.

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).

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.