Head of Startups, ANZ

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...

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 ...

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 tha...

Lead the ANZ startup segment strategy, with accountability for commercial outcomes including pipeline generation, activation, conversion and revenue contribution
Build and evolve the startup operating model across sales, partnerships, community, events and startup-focused programmes, including Latitude 37
Partner closely with the commercial team to strengthen the startup sales motion and ensure ecosystem activity is translated into high-quality pipeline
Define segment priorities, target customer profiles and focus areas to guide investment and execution
Establish clear operating rhythms across sales, partnerships, marketing and community teams to improve coordination and execution
Develop repeatable acquisition and engagement motions across founder, portfolio and ecosystem channels
Design effective lead routing and handoff processes into the broader commercial organisation
Expand and deepen relationships with leading VCs, accelerators, incubators and founder networks across ANZ
Represent Airwallex externally across the startup ecosystem through events, partner engagement and founder-facing activity
Track segment performance, programme effectiveness and ROI, and provide clear reporting to leadership
Own the strategy and execution of the ANZ startup segment
Build the operating model that supports scalable growth across the segment
Drive alignment across sales, growth, product and marketing on startup priorities
Strengthen ecosystem partnerships and extend the impact of programmes such as Latitude 37
Improve the connection between ecosystem engagement and commercial outcomes
Monitor performance and continuously refine the segment approach based on data and results

Experience in venture capital, a venture platform team, startup partnerships, or a commercial leadership role focused on the startup ecosystem
A track record of building and scaling programmes, functions or go-to-market motions with clear structure, process and performance metrics
Experience working closely with sales teams and contributing to pipeline and revenue outcomes
Strong understanding of the ANZ startup landscape, with an established network or the credibility to build one quickly
Commercially minded and data-driven, with experience owning or influencing growth KPIs
Strong cross-functional leadership skills, with the ability to align multiple stakeholders around a shared strategy and operating model
Experience in fintech, payments, SaaS infrastructure or developer platforms
Experience as a founder, investor, or operator within a startup or accelerator environment
A track record of scaling an existing ecosystem, programme or segment motion
Comfort operating in both external and internal leadership settings, from founder engagement through to process and operating cadence design
Experience supporting startups with international expansion
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 email address. Please apply only through 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.