Channel Partnerships Manager, Accounting, France

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. 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