Enterprise Alliances Manager

Job Title: Enterprise Alliances Manager

Location: London, United Kingdom

Employment Type: Full-time

Airwallex is an AI-native financial operating system for a real-time, intelligent economy. Over 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use Airwallex to run their financial operations or build and monetize financial products.

How You'll Make Impact

As an Enterprise Alliances Manager, you will build and run partnerships that put Airwallex in front of key buyers, converting them into a repeatable source of pipeline and revenue across Europe. This is a hands-on commercial role with specific targets to hit.

Key responsibilities include:

• Defining the EMEA partnership strategy, joint business plans, and KPIs, including partner-sourced and partner-influenced pipeline, revenue, and activation.
• Sourcing, negotiating, and closing partnerships with consultancies, GSIs, ERP and procurement ecosystems, technology partners, and private equity firms.
• Enabling partner sales teams to confidently position Airwallex and collaborating with Enterprise Account Executives to involve partners in live deals early.
• Conducting regular business reviews with priority partners and managing commercial terms, amendments, and renewals with Legal.
• Planning joint events and campaigns with Partner Marketing.
• Providing partner and customer insights to Product and documenting successful strategies in repeatable playbooks.

You will work from our London office three days a week.

What We're Looking For

Essentials

• 6+ years of experience in partnerships, alliances, channel, or business development, preferably in SaaS or fintech.
• A background in quota-carrying roles with a track record of closing enterprise deals or generating revenue through partnerships.
• Experience selling to or through Finance, Procurement, or IT leaders, including CFOs, FDs, and Heads of Procurement.
• A professional network within consultancies, ERP or T&E ecosystems, or private equity.
• Confidence in structuring and negotiating commercial agreements and influencing senior stakeholders.
• An ownership mindset, comfortable with building from scratch and measuring results.

Preferred

• Familiarity with spend management, corporate cards, AP automation, or cross-border payments.
• Experience with marketplace or integration-led partner programs.
• Proficiency in additional European languages.

You'll Thrive Here If

• You have a track record of achieving targets and are motivated by challenging goals.
• You're comfortable with ambiguity and can navigate problems without set prescriptions.
• You take ownership of outcomes and act without waiting for permission.
• You're adept at making decisions with incomplete information and moving quickly.
• You understand when to collaborate and when to make independent decisions.

Learn More About Your Team

The Financial & Strategic Partnerships team builds relationships that expand Airwallex's capabilities and market reach. This team handles complex deals with financial institutions, fintech platforms, and enterprise software companies, driving growth and extending distribution.

Equal Opportunity

Airwallex is an equal opportunity employer committed to diversity and inclusion. We consider candidates based on merit, qualifications, and talent, disregarding protected characteristics.