Senior Partnerships Manager, DAFs & Accountants, Spain

Job description

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 250,000 businesses worldwide – including Brex, 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 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 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 THIS ROLE As Senior Partnerships Manager, Spain, you will be joining Airwallex’s Commercial team in EMEA and will play a key role in developing our partnerships ecosystem in the Spanish market. Your primary focus will be to identify, build, and scale partnerships with DAFs, fractional CFOs, accounting firms, accountants, tax advisors, and other trusted financial advisors supporting Spanish businesses. These partners will be central to helping Airwallex reach and support growing companies with their international payments, FX, treasury, cards, and expense management needs. While DAF and accountant partnerships will be your core area of ownership, you may also be expected to contribute to partnership opportunities across Airwallex’s other strategic verticals, including e-commerce, travel, SaaS, and fintech. We are seeking a strategic, creative, and highly driven Partnerships Manager with 6+ years of experience in partnerships, business development, accounting, finance, advisory, or a similar role in a fast-paced or high-growth environment. This role is based in Spain and operates in a hybrid environment, with a minimum of three days per week working from the office. WHAT YOU’LL BE DOING - Lead and own Airwallex’s partnership strategy for DAFs, fractional CFOs, accountants, accounting firms, tax advisors, and financial consultants in Spain - Identify, prioritise, and build relationships with high-potential partners who advise or influence SMEs and growth companies - Develop a strong understanding of the needs, business models, and client portfolios of DAFs, accountants, and advisory firms - Create a scalable partner programme, including partner segmentation, value proposition, engagement models, referral processes, enablement, and performance tracking - Build and manage a high-quality portfolio of strategic and referral partners, from initial engagement through activation and long-term development - Work with partners to generate qualified opportunities and support the growth of Airwallex’s customer base in Spain - Develop joint go-to-market initiatives, educational content, webinars, events, and client referral programmes with relevant partners - Equip partners with the knowledge, tools, and messaging required to confidently recommend Airwallex to their clients - Collaborate closely with Sales, Marketing, Strategy, Product, and Customer Success teams to maximise the impact of the partnerships channel - Track partner performance, pipeline contribution, conversion, and revenue impact, and use data to continuously improve the programme - Represent Airwallex at relevant finance, accounting, fintech, and business events, conferences, panels, and webinars - Explore and support partnership opportunities across other strategic verticals, including e-commerce, travel, SaaS, and fintech, where relevant to the Spanish market What You Bring - 6+ years of experience in partnerships, business development, channel sales, advisory, accounting, finance, or a similar commercial role in a high-growth environment - Demonstrable experience building relationships with DAFs, CFOs, accountants, accounting firms, tax advisors, financial consultants, or other professional service providers - Strong commercial instincts and a consistent track record of meeting or exceeding OKRs and KPIs - A strong understanding of the challenges faced by Spanish SMEs and growth companies managing international payments, FX, cash flow, expenses, and financial operations - Demonstrable interest in fintech, SaaS, payments, accounting technology, or financial services - Experience designing or scaling partner, referral, channel, or ecosystem programmes - Comfortable working with data and spreadsheets, including G-Suite and Looker, and building presentations for partners and clients - Strong negotiation, stakeholder management, and relationship-building skills - Ability to work autonomously, prioritise effectively, and operate in a fast-paced, evolving environment - Native or fluent Spanish and fluent English WHO YOU ARE - Results-driven — you hold yourself accountable for delivering partner-sourced pipeline and commercial results - Relationship-oriented — you can build deep, trusted relationships with DAFs, accountants, advisory firms, and their clients - Commercially minded — you understand how to create mutual value and turn partnerships into measurable growth - Strategic — you can define a clear partner strategy while remaining hands-on in execution - Proactive — you identify opportunities, develop an action plan, and execute with pace - Customer-focused — you understand the needs of the businesses and finance leaders your partners support - Collaborative — you work effectively across Sales, Marketing, Strategy, Product, and Customer Success - Excellent communicator — you have strong written, verbal, presentation, and negotiation skills - Adaptable — you are comfortable managing a core vertical focus while contributing to broader partnership opportunities when relevant 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.