Partnerships Development Representative

ABOUT AIRWALLEX 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 200,000 businesses worldwide – including Brex, Rippling, 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 2,200 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 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. ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. About the Role We are seeking a high-energy, results-driven Partnerships Development Representative (PDR) to join the ANZ Partnerships team. This is an outbound-first role that sits at the front end of our partner acquisition motion - you will be the first point of contact for new referral partners and play a critical role in building pipeline for the broader team. The PDR will be responsible for sourcing, qualifying and activating new referral partners across Airwallex's key verticals: Accountants and Bookkeepers, vCFOs, Business Advisory firms, E-commerce agencies, and emerging channels such as VCs & Start Ups, Corporate Secretarial firms, industry associations, and consultancies. This role is ideal for someone hungry to break into partnerships and build a meaningful career in fintech. What You'll Do Partner Acquisition - Drive outbound prospecting activity to self-source new referral partners across target verticals (80% of your time) - Respond to and qualify inbound partner enquiries from various sources like inbound webforms, internal referrals etc - Identify and source strategic partner opportunities including accounting firms, business advisory practices, industry associations, franchise groups, and member body organisations - Build and maintain a healthy pipeline of prospective partners using Salesforce and other tooling Partner Activation and Enablement - Help nurture newly onboarded partners through early activation - Proactively re-engage dormant partners to reignite referral activity - Collaborate with Channel Partner Managers to support activation campaigns, webinar follow-up, and event-driven outreach - Represent Airwallex Partnerships at industry events and partner meetups to attract new partners and generate interest in our program Revenue and Reporting - Work toward monthly targets across new partner acquisition and first-referral activation - Maintain accurate and up-to-date activity records in Salesforce - Contribute to team-wide partner engagement initiatives including special offers, campaigns, and events Who You Are - You are a natural relationship builder who is energised by outbound activity and thrives on building something from scratch - You are resilient, coachable, and motivated by hitting targets - you hold yourself accountable and take ownership of your results - You communicate with clarity and confidence, whether that's on the phone, over email, or in person - You are organised and able to manage a high volume of activity without losing quality or attention to detail - You are comfortable with ambiguity and energised by being part of a team that is building something new What You'll Bring - 1-3 years of experience in inside sales, business development, or a partnerships-adjacent role (B2B SaaS or fintech preferred) - A proven track record of outbound prospecting and meeting or exceeding activity-based targets - Strong phone presence and written communication skills - you are comfortable making a high volume of outreach contacts daily - Experience with CRM tools (Salesforce preferred) and a disciplined approach to pipeline hygiene - Prior exposure to FinTech, SaaS, or accounting software ecosystems is advantageous - Bachelor's degree or equivalent experience Why Join Us This is a rare opportunity to join a world-class partnerships team at an inflection point. You will have real ownership, direct exposure to senior partners and strategic accounts, and a clear pathway to grow into a Partner Account Executive role as the ANZ team scales. If you want to do meaningful work in a company that moves fast and takes partnerships seriously - this is the role for you. 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.