Partnerships Development Representative

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 ...

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...

We are seeking a high-energy, results-driven Partnerships Development Representative (PDR) to join the ANZ Partnerships team. This is an outbound-first role that sits at the front end of our partner acquisition motion - you will be the first point of contact for new referral partners and play a critical role in building pipeline for the broader team.
The PDR will be responsible for sourcing, qualifying and activating new referral partners across Airwallex's key verticals: Accountants and Bookkeepers, vCFOs, Business Advisory firms, E-commerce agencies, and emerging channels such as VCs & Start Ups, Corporate Secretarial firms, industry associations, and consultancies. This role is ideal for someone hungry to break into partnerships and build a meaningful career in fintech.
Drive outbound prospecting activity to self-source new referral partners across target verticals (80% of your time)
Respond to and qualify inbound partner enquiries from various sources like inbound webforms, internal referrals etc
Identify and source strategic partner opportunities including accounting firms, business advisory practices, industry associations, franchise groups, and member body organisations
Build and maintain a healthy pipeline of prospective partners using Salesforce and other tooling
Help nurture newly onboarded partners through early activation
Proactively re-engage dormant partners to reignite referral activity
Collaborate with Channel Partner Managers to support activation campaigns, webinar follow-up, and event-driven outreach
Represent Airwallex Partnerships at industry events and partner meetups to attract new partners and generate interest in our program
Work toward monthly targets across new partner acquisition and first-referral activation
Maintain accurate and up-to-date activity records in Salesforce
Contribute to team-wide partner engagement initiatives including special offers, campaigns, and events

You are a natural relationship builder who is energised by outbound activity and thrives on building something from scratch
You are resilient, coachable, and motivated by hitting targets - you hold yourself accountable and take ownership of your results
You communicate with clarity and confidence, whether that's on the phone, over email, or in person
You are organised and able to manage a high volume of activity without losing quality or attention to detail
You are comfortable with ambiguity and energised by being part of a team that is building something new
1-3 years of experience in inside sales, business development, or a partnerships-adjacent role (B2B SaaS or fintech preferred)
A proven track record of outbound prospecting and meeting or exceeding activity-based targets
Strong phone presence and written communication skills - you are comfortable making a high volume of outreach contacts daily
Experience with CRM tools (Salesforce preferred) and a disciplined approach to pipeline hygiene
Prior exposure to FinTech, SaaS, or accounting software ecosystems is advantageous
Bachelor's degree or equivalent experience