Partnerships Manager - Startup and VC Ecosystem, DACH

About the role

The GTM Partnerships team at Airwallex helps build and activate the partner ecosystem that expands our reach, strengthens our market credibility, and generates high-quality commercial opportunities across priority segments. We work closely with regional commercial teams and cross-functional partners across Marketing, Strategy, and Operations to identify where partnerships can accelerate growth, unlock new audiences, and create repeatable go-to-market advantage. We move quickly, test new ideas, and hold a high bar for commercial impact, relationship quality, and execution excellence so our work delivers measurable outcomes over time.

Responsibilities

• We are looking for a Startup and VC Ecosystem Partnerships Manager, DACH to build and scale Airwallex's venture capital and startup ecosystem motion across Germany, Austria, and Switzerland, with an initial focus on Germany as our priority growth market in the region.
• You will work closely with DACH sales leadership, the CPM Director, and cross-functional GTM teams to turn our startup and VC go-to-market priorities into measurable pipeline and revenue outcomes.
• This is a highly cross-functional role for a hands-on operator who can build from the ground up.
• You will own high-impact regional initiatives such as VC partnership development, founder and portfolio programmes, community events, ecosystem campaigns, and market-facing engagement, while ensuring strong alignment with sales and clear commercial follow-through.
• This role is based in our Berlin office, with a requirement to work from the office three days per week.
• We do not offer remote contracts for this position.
• Build and execute the DACH VC and startup ecosystem strategy, with a particular focus on accelerating pipeline and revenue growth in Germany.
• Own the planning and execution of regional ecosystem programmes across venture capital partnerships, accelerators, founder communities, portfolio activation, and local market development initiatives.
• Lead the end-to-end development of VC and startup partnerships in DACH, including sourcing, relationship-building, onboarding, joint planning, and activation, ensuring clear commercial goals and measurable pipeline impact.
• Develop and strengthen relationships with key local ecosystems, including investors, platform teams, accelerators, incubators, founder communities, and strategic networks that matter in the DACH market.
• Drive joint go-to-market initiatives with VC partners and ecosystem stakeholders, creating co-branded programmes, events, and referral plays that generate awareness, credibility, and opportunities.
• Partner with regional sales and business leaders to translate commercial priorities into focused ecosystem plans, account support, and market-level growth plays for startup and scale-up audiences.
• Work closely with Marketing, Strategy, and broader GTM teams to adapt and localise ecosystem programmes for DACH audiences, with a strong focus

Benefits

Additional Information

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 . 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.

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