About the 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. How you'll make impact Build Airwallex’s partnerships motion in Canada by identifying the right partners, shaping the strategy, and turning signed agreements into commercial outcomes. - Own the partner lifecycle end to end, from sourcing and pitching through activation, ongoing management, pipeline creation, and revenue generation. - Drive partner-sourced pipeline and revenue through joint go-to-market plans across campaigns, events, referrals, and co-selling motions. - Work closely with Sales, Marketing, Strategy, and cross-functional teams to deliver a strong partner and customer experience. - Track performance closely, focusing on conversion and measurable outcomes rather than signed agreements alone. This role is based in Toronto, Canada, with three days a week in our downtown office. What we're looking for Essentials - 2+ years of experience in partnerships, business development, sales, or a related go-to-market role. - A background in sales, with strong commercial instincts and a track record of driving outcomes. - Experience building partnerships or business development efforts in an adjacent space. - Strong communication skills and the ability to articulate Airwallex’s value clearly. - Experience operating independently and taking ownership in a fast-moving environment. - A collaborative working style and the ability to work effectively across teams. - A track record of driving commercial outcomes and hitting quotas, not just managing relationships. - High urgency, strong ownership, and a bias for action. Preferred - Experience in fintech, ecommerce, technology, or a startup environment. - Exposure to ecosystems adjacent to Airwallex. - Experience launching or scaling partnerships in a new market. - An existing network in Canada across ecommerce, technology, or other relevant commercial ecosystems. - French-speaking ability. You'll thrive here if - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You say what you mean. You're direct, but you lead with respect. - You value in-person collaboration and are happy being in the office three days a week. Learn more about your team SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. 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.