Sales Development Representative, SME & Growth (Partnerships)

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.

Responsibilities

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; 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; 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

Requirements

Natural relationship builder who is energised by outbound activity and thrives on building something from scratch; Resilient, coachable, and motivated by hitting targets; Communicates with clarity and confidence, whether on the phone, over email, or in person; Organised and able to manage a high volume of activity without losing quality or attention to detail; Comfortable with ambiguity; 1-3 years of experience in inside sales, business development, or a partnerships-adjacent role; Proven track record of outbound prospecting and meeting or exceeding activity-based targets; Strong phone presence and written communication skills; Experience with CRM tools and a disciplined approach to pipeline hygiene; Bachelor's degree or equivalent experience

Nice to have

B2B SaaS or fintech preferred; Salesforce preferred; Prior exposure to FinTech, SaaS, or accounting software ecosystems is advantageous

Benefits

Real ownership; Direct exposure to senior partners and strategic accounts; Clear pathway to grow into a Partner Account Executive role as the ANZ team scales; Opportunity to join a world-class partnerships team; Meaningful work in a company that moves fast and takes partnerships seriously