Director, Strategic Partnerships, AI, Americas

Airwallex • San Francisco, CA

5d • Onsite

About The Position

The Director of Strategic Partnerships, AI will play a critical role in driving business growth by identifying, developing, and managing some of the most pivotal and complex partnerships globally for Airwallex, particularly within the AI space. Highly cross-functional, this role will work across key teams, including Legal, Product, Operations, Sales, Marketing, and more, quarterbacking impactful strategic commercial and product integrations to accelerate Airwallex’s growth. Working hand in hand with a group of geographically diverse and seasoned regional/functional experts, your objective will be to forge relationships with companies well positioned to collaborate with us in building/enhancing world-class AI-powered products, while ensuring our respective and joint offerings reach – to the maximum extent possible – customers around the world who can benefit from them. This role will directly report to the VP of Financial & Strategic Partnerships. This role is based in San Francisco.

Requirements

• A Bachelor’s degree or equivalent
• At least 10 years of experience working in strategic partnerships, business development, product or related roles
• Executive relationships within and deep industry knowledge of the AI space, ideally globally
• A strong product instinct, with the demonstrated ability to identify opportunities for leveraging partners’ and Airwallex’s existing and future products
• Expertise in crafting and executing on thoughtful partnership and product strategies with technology companies, preferably including AI-focused ones
• Robust analytical skills and data literacy, especially the ability to create and manage investment memos and financial models
• Exceptional written and verbal communication skills, allowing you to connect with people across functions and cultures, and communicate complex concepts to stakeholders at all levels–including senior executives–internally and externally
• Strong deal process execution and negotiation skills, along with the hustle to progress to completion multiple complex deals in parallel, across regions

Nice To Haves

• Experience within a fintech or other type of technology company with a strong focus on development of AI-powered products
• A strong understanding of and fascination with the global financial ecosystem, embedded finance landscape, and globalization of enterprises

Responsibilities

• Intimately understand the Airwallex financial operating system products and services to ensure that the right partners are selected to support the delivery of our roadmap
• Translate Airwallex’s key objectives into a comprehensive partnerships and outbound strategy, identifying target partners and mutually synergistic use-cases and being able to communicate and convince effectively
• Establish and maintain strong relationships with key AI companies, externally with executives and decision makers, and internally with cross-functional leaders
• Lead product integration scoping and structure/negotiate value exchanges and partnership agreements that are mutually beneficial, ensuring appropriate risk mitigation and securing cross-functional buy-in
• Craft a multitude of deal types and own partner relationships across verticals, structures, and deal stages (pre-deal, implementation and post-deal partner management)
• Collaborate closely with cross-functional teams and leadership across the company, including Legal, Compliance, Product, Engineering, Strategy, Finance, Operations and the CEO’s office – including in executing deals with new and existing partners, working operationally with partners, and ensuring seamless post-acquisition integration of acquired entities
• Harness a strong executive network for building thought leadership at the intersection of AI and payments
• Represent Airwallex as an executive spokesperson at events and in the media

What This Job Offers

• Job Type: Full-time
• Career Level: Director