Senior Manager, GTM Partnership, SME & Growth

VN - Ho Chi Minh City · 7+ years experience · Full-time · Onsite · Posted Oct 16, 2026

At a glance

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 2,300 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.

The Senior Manager, GTM Partnership, SME & Growth will lead and develop the Channel Partnership Manager function in Vietnam.
This role involves building an operating model to turn partnerships into a repeatable source of qualified opportunities, activated customers, and revenue.
The position requires a hands-on leader who can move between strategic planning and execution while coaching a team in a fast-paced environment.

Own the strategy and execution plan for the Channel Partnership Manager function.
Define partner segmentation, coverage models, engagement plans, and success criteria.
Build and manage a high-quality partner pipeline from identification through activation and performance management.
Develop joint business plans with strategic partners including value propositions and referral goals.
Create referral, co-selling, and activation programs to improve partner time-to-revenue.
Monitor partner productivity and revenue contribution, taking corrective action when necessary.
Set team objectives, individual targets, and weekly execution priorities.
Coach Channel Partnership Managers on partner acquisition, negotiation, and relationship management.
Establish dashboards and reporting for partner activity, lead quality, and revenue contribution.
Partner with Marketing to improve campaign, event, and partner-marketing performance.

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

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, and revenue metrics to manage performance.
Existing relationships across Vietnam’s eCommerce, technology, agency, advisory, tourism, or cross-border business ecosystems.