Head of Startups, ANZ at airwallex.About the roleYou will define and execute the commercial strategy for the startup segment across Australia and New Zealand.
This role involves building a high-performing engine that integrates ecosystem partnerships, founder programs, and sales motions to drive revenue and market adoption.Key factsLocation: AU - SydneyEngagement: FullTimeTeam: StartupsWhat you'll doDirect the ANZ startup segment strategy, taking full ownership of pipeline generation, customer activation, and revenue targets.Design and manage the startup operating model, encompassing sales, community engagement, and initiatives like Latitude 37.Collaborate with commercial teams to convert ecosystem activity into measurable sales pipeline.Identify target customer profiles and segment priorities to direct investment and execution.Create consistent operating rhythms across marketing, sales, and partnership departments.Build scalable acquisition frameworks for founder, portfolio, and ecosystem channels.Develop lead routing and handoff protocols for the wider commercial organization.Cultivate and maintain relationships with accelerators, incubators, venture capital firms, and founder networks.Act as a public representative for the company at industry events and founder-focused forums.Analyze segment performance and program ROI for leadership reporting.RequirementsProven experience in venture capital, venture platform teams, startup partnerships,



or commercial leadership within the startup ecosystem.Demonstrated success in scaling go-to-market motions, programs, or business functions with defined metrics and processes.Background in working alongside sales teams to impact revenue and pipeline growth.Deep knowledge of the ANZ startup setting, including an existing professional network or the ability to establish one rapidly.Commercial mindset with experience managing growth KPIs and data-driven decision making.Ability to lead cross-functional teams and align stakeholders around a unified strategy.Nice to haveBackground in fintech, payments, SaaS infrastructure, or developer platforms.Previous experience as a founder, investor, or operator in a startup or accelerator.History of scaling ecosystem programs or segment motions.Experience assisting startups with international expansion.Comfort navigating both external founder engagement and internal operational design.Skills & toolsStrategic planning and executionEcosystem and partnership managementSales operations and pipeline developmentCross-functional leadershipData analysis and reportingPractical notesAirwallex will never request bank details, sensitive ID numbers, or payments during the recruitment process.All official correspondence originates from an @airwallex.com email address.The company is an equal opportunity employer and provides accommodations for disabilities or special needs upon request.
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📌 Head Of Startups, Anz (New South Wales)
🏢 Airwallex
📍 New South Wales