Channel Partnerships Manager, Accounting, France

ABOUT AIRWALLEX

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 676,000 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 ROLE

The Accounting Partnerships team helps Airwallex reach ambitious SMEs through the firms and technology providers they already trust: accounting firms, experts-comptables, ERP and accounting-software partners, resellers, integrators and outsourced CFO/advisory firms.

As Accounting Partnerships Manager, France, you will build and grow a partner-led acquisition channel for the French market. You will identify the right partner segments, create trusted relationships, activate partners and turn those relationships into qualified introductions and pipeline for Airwallex.

This is a hands-on commercial role. You will personally source and develop partners, create the partner value proposition, test referral and co-selling motions, enable partners and work closely with Sales to convert partner-sourced opportunities. You will also build the simple operating rhythm needed to scale what works.

The role is focused on lead generation and partner activation, not technical integrations. You do not need to build APIs, but you must be able to understand customer problems, explain Airwallex’s value clearly and work with Product, Sales and Marketing when a partner or customer need requires support.

The role is based in Paris, with a minimum of three days per week working from our office.

WHAT YOU’LL DO

- Build and own the French accounting-partner strategy, aligned with the SME & Growth GTM.

- Define and prioritise the partner ICP across accounting firms, ERP/accounting-software vendors, resellers, integrators and outsourced CFO/advisory firms.

- Build a target list, map decision-makers and source new partners through outbound, warm introductions, events and existing relationships.

- Recruit, qualify and activate partners based on client fit, influence, willingness to recommend and ability to generate opportunities.

- Create simple referral, co-selling, client-introduction and co-marketing motions that produce qualified leads.

- Build partner messaging and enablement materials that explain Airwallex’s value to both the partner and their clients.

- Work with Sales Managers and AEs on account mapping, lead routing, qualification, follow-up and feedback on partner-sourced opportunities.

- Track partner conversations, active partners, referrals, opportunities, pipeline, conversion, time to first referral and partner-sourced revenue.

- Separate partner-sourced from partner-influenced performance and maintain accurate CRM attribution.

- Test new partner segments, messages and activation plays; double down on what creates quality pipeline and stop what does not.

- Work cross-functionally with Marketing, RevOps, Product, Solutions, Risk and Compliance to remove friction from the partner journey.

- Represent Airwallex at relevant accounting, finance, SME and technology events, webinars and partner meetings.

WHAT YOU’LL BRING

- 2+ years of direct experience in partnerships, channel, alliances, ecosystem, partner sales or indirect business development. This must include personal ownership of external partner relationships.

- Demonstrable experience recruiting, onboarding, activating or growing partners. “Worked with partners” without clear ownership is not sufficient.

- Evidence of partner-generated referrals, qualified opportunities, pipeline or revenue, with the ability to explain your personal contribution and the numbers involved.

- Existing relationships in the French accounting and finance ecosystem, including accounting firms, experts-comptables, ERP/accounting-software partners, resellers, integrators or outsourced CFO/advisory firms.

- Strong commercial and lead-generation instincts. You are comfortable sourcing partners yourself rather than relying only on inbound interest, events or an inherited partner book.

- Experience in B2B SaaS, fintech, payments, accounting, ERP, finance software or another competitive market is preferred.

- Experience selling to or working with SMBs and finance, accounting, founder or ROI-driven buyers is a strong advantage.

- A builder mindset: you can create a simple partner proposition, process and reporting rhythm without waiting for a fully developed programme.

- Strong communication and presentation skills, with the ability to tailor a message to a partner, a partner’s client and an internal sales team.

- Comfortable working with CRM, spreadsheets, funnel metrics and basic business cases.

- Fluent French and professional English.

WHO YOU ARE

- Commercially driven: you care about qualified pipeline and business outcomes, not only signed partnerships.

- Proactive: you create opportunities, follow up consistently and move relationships towards a clear next step.

- Curious: you ask strong questions, listen carefully and understand how partners create value for their clients.

- Determined and resilient: you keep momentum when the market is competitive or the first motion does not work.

- Builder-minded: you move from hypothesis to test to learning without over-engineering.

- Relationship-oriented: you build credibility and trust while holding partners to clear mutual commitments.

- Data-aware: you use activity, activation and conversion data to decide where to invest time.

- Collaborative: you work effectively with Sales, Marketing, RevOps, Product and Compliance.

- Hands-on: you are willing to research, prospect, prepare meetings, run enablement and manage follow-up yourself.

WHAT SUCCESS LOOKS LIKE

Success means you build a repeatable accounting-partner acquisition channel in France.

- A clearly prioritised partner ICP and target account list are in place.

- The first partner cohort is recruited, activated and connected to a clear referral or co-selling motion.

- Partners understand which Airwallex use cases are relevant to their clients, including accounts, payments, FX, spend, cards, expenses and bill pay.

- Partner-sourced conversations convert into qualified opportunities with clear Sales ownership and follow-up.

- Partner-sourced and partner-influenced pipeline is accurately tracked in CRM.

- Weekly performance reviews show partner activity, activation, referrals, opportunity quality, conversion and time to first referral.

- The best-performing partner segments, messages and motions are documented and scaled.

- Low-potential or inactive partnerships are deprioritised quickly so time stays focused on the highest-impact opportunities.

WHY JOIN AIRWALLEX

You will have direct ownership of a strategic French growth channel and the opportunity to build how Airwallex works with the accounting ecosystem from the ground up.

You will work with an ambitious international team across Sales, Marketing, RevOps, Product, Solutions, Risk and Compliance, with the autonomy to test ideas, learn quickly and create visible commercial impact.

- Commercial role focused on the strategic French market

- Hands-on ownership of a new accounting-partner growth engine

- Hybrid role: minimum three days per week in our Paris office

- Competitive salary, commission and equity

- Opportunity to shape partner playbooks, referral motions and the French sales organisation

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.