Manage the planning and operations of a social services department, oversee staff performance, and evaluate program effectiveness while collaborating with community partners to enhance service delivery and address service gaps.

• You are the strategic driver for our diverse partner network in East Germany. • You combine a strong hands-on mentality with tact and thrive in a self-organized environment. • You manage your partners and projects entirely independently. • Sales partner acquisition & customer referral partners: You proactively identify potential sales partners and customer referral partners. • Strategic market and partner development: With analytical foresight you identify untapped areas in your sales territory. • Training & safety: You deliver commercial trainings on our gas portfolio and hardware systems. • Performance management & KPIs: You keep your numbers under control. • Brand & CI compliance: You act as the on-site guardian of quality and corporate identity. • Operational support: You provide intensive onboarding support to partners and their new employees.

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 2,000 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. About the team Airwallex's SME & Growth team partners with ambitious SMB and mid-market businesses operating across borders, helping them get paid, manage FX, pay suppliers and issue cards from a single platform. In France, we're in build mode: a lean, high-calibre commercial team in a large greenfield market. You'll work at the intersection of Sales, Partnerships and Marketing, building an ecosystem with VCs, accelerators and the startup community to fuel our SME & Growth franchise in France (and selectively across EMEA). About the role Reporting to the Head of Sales, SME & Growth France and working closely with EMEA Partnerships, you will be Partnerships Manager - VC & Startup Ecosystem, building and scaling a new growth vector for Airwallex in France. You will design and execute our strategy with VCs, accelerators, incubators and startup platforms in France, fully aligned with our EMEA vision - om end-to-end - from sourcing and signing partners, to enabling their teams, to turning relationships into qualified pipeline and revenue. You'll own partner-sourced targets, be the primary contact for priority partners, and coordinate with Sales, Marketing, SDRs and Product. The role is based in Paris in a hybrid model (min. 3 days/week in office). What you'll be doing - Build and own the VC & startup ecosystem strategy in France: define objectives, target partner archetypes and prioritisation, and segment partners by fit and revenue potential. - Originate, negotiate and sign high-value partnerships with leading VCs, accelerators and startup programmes in core Airwallex verticals; structure win-win commercial and marketing agreements and coordinate internal approvals. - Activate partners and generate pipeline via webinars, office hours, clinics, demo days and joint events; work with Marketing, SDRs and Sales to run repeatable motions and optimise partner-sourced funnel from reach to revenue. - Act as an ecosystem ambassador, representing Airwallex at key events, building deep relationships with GPs, platform teams and founders, and translating ecosystem trends into opportunities. - Partner internally with Sales, Marketing and Product on target segments, rules of engagement and feedback loops (product gaps, pricing, packaging, use cases). - Own performance and reporting on partner-sourced pipeline, revenue and portfolio penetration, maintaining strong CRM hygiene and providing regular, data-driven updates to the Head of Sales. You are... - An ecosystem builder who enjoys creating networks and scalable programmes in the VC / startup world. - Commercial and outcome-driven, comfortable negotiating and closing, and focused on pipeline, conversion and revenue. - Strategic and structured, able to turn broad goals into clear strategy, priorities and operating rhythm. - Hands-on, low-ego and creative, happy to do the work yourself and design compelling partner value propositions with limited playbooks. - Data-driven and resilient, using metrics to prioritise and iterate, and thriving in 0→1, ambiguous environments. - Relationship-oriented, building trust quickly with senior stakeholders and maintaining long-term, win-win relationships. Minimum qualifications - 6+ years in partnerships, business development, strategy or ecosystem roles in high-growth environments (SaaS, fintech, payments or B2B tech), including 3+ years directly in partnerships / ecosystem. - Proven exposure to the VC / startup ecosystem (working with or within VCs, accelerators, incubators or programmes), with examples of programmes targeting early- and growth-stage companies. - Existing network with VCs, accelerators and startup communities in France (ideally across SaaS, e-commerce and/or travel) and a track record of leveraging it. - Experience running partner programmes end-to-end (strategy, sourcing, contracting, activation, co-marketing, optimisation) and delivering measurable commercial outcomes. - High comfort with data and tools (G-Suite / Excel, Salesforce CRM and ideally BI tools like Looker). - Strong interest in fintech, international payments, FX and multi-currency products, and ability to understand startup use cases. - Excellent written and verbal communication in French (native) and English (professional); Spanish or Italian is a plus. - Bachelor's degree in Business, Finance, Engineering or related field, or equivalent experience. Why join Airwallex At Airwallex, you'll have the chance to make a disproportionate impact in a rapidly growing global fintech, with competitive salary, attractive commission and meaningful equity. In France, we're in hard scaling mode, backed by a committed €71m investment to build a category-defining franchise. You'll join at a pivotal moment, with high ambition and plenty still to build - ideal for an ecosystem builder who wants to shape how Airwallex partners with VCs, accelerators and the next generation of European scale-ups. Applicant Safety Policy: Fraud and Third-Party Recruiters 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. Equal opportunity Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don't regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know. #BI-Hybrid

About Zipline Zipline is the world’s largest and most experienced drone delivery service. We are on a mission to serve all humans equally by ensuring access to food, medicine and essential goods anytime, anywhere. We design, build, and operate the world’s largest autonomous logistics system, delivering critical supplies quickly and reliably. Today, Zipline operates on four continents, makes a delivery somewhere in the world every 30 seconds, and has completed millions of deliveries to date, including blood, vaccines, medical supplies, food, and retail products. Our customers include the world’s largest and most prominent healthcare systems, governments, retailers, restaurants and global businesses who rely on us to save lives, reduce emissions, increase economic opportunity, and provide delivery from point A to point B as fast as possible. The drone is only 15% of what we’ve built to enable seamless, reliable, global operations. Our system strengthens supply chains, reduces congestion, and gives people time back. With more than 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe. We operate at a global scale and are looking for practical problem solvers who thrive on real-world challenges and rapid growth. Our team is motivated by building systems that have a direct, meaningful impact on people’s lives and by scaling the future of logistics. We are seeking people who sculpt from first principles, enjoy facing adversity, and can do the impossible at record breaking speeds. ABOUT YOU AND THE ROLE Zipline is building the future and, as State & Local Government Affairs Manager, you will ensure that our amazing technology delivers incredible outcomes for people and communities. In this role, you will be an important public face of Zipline’s business and operations. From tracking engagements and policy proposals to leading local site visits, you will help maintain strong relationships with government officials across multiple metros and states. Your work will be critical to launching Zipline’s service in new communities as well as enabling the growth and scale to benefit as many members of those communities as possible. Our ideal candidate for this role has a strong understanding of local government processes and politics, excellent communication and organization skills, and thrives in a fast-paced and evolving regulatory environment. If this sounds like you, we invite you to apply and become a part of our mission to build a logistics system that serves all humans equally. This position may be remote or based in either our Dallas-Fort Worth or South San Francisco office. Note that this role includes a lot of traveling around the continental US - roughly about 50% of the time. WHAT YOU’LL DO - Tactically engage local government officials in cities Zipline serves and plans to serve, relying on established relationships or quickly building new ones - Serve as an expert on key state and local issues related to operating an autonomous drone delivery network, including site infrastructure needed to scale; trust in our approach to safety, sound, and privacy; other common areas of public concern; and the value and impact our service can have for people and communities where we operate - Collaborate cross-functionally with team members, with an emphasis on land use, permitting, and other local approvals, to ensure operational consistency - Coordinate and lead site visits and other local events for government officials across multiple metros - Help develop processes to ensure company-wide operational continuity and ensure systems are routinely kept up to date - Monitor local and state policy proposals (ordinances, legislation, and rulemaking) and make recommendations for Zipline engagement, when appropriate - Execute a routine outreach plan to elected officials, track engagement, and act on follow-up inquiries as necessary - Assist with state-level government affairs projects as needed, including interacting with state legislative and executive branch officials WHAT YOU’LL BRING - Bachelor’s degree or equivalent work experience - 4+ years of experience working in government affairs at the state or local level, with an emphasis on the intersection of public policy, innovation, and new technology - Ability and willingness to travel up to 50% of the time - Confidence in presenting new and complex technology in a way that inspires your audience, shapes public perception, and addresses common areas of concern - Ability to build trust quickly because you are authentic, direct, and care about the communities where you work - Passion for new technology and the benefits it can provide to people and communities - Excellent communication (verbal and written), advocacy, and interpersonal skills - Enjoyment of working in high-stakes and time-sensitive situations, and enthusiasm for securing business-critical regulatory approvals alongside the business - Bonus points for relevant experience working on technology policy issues within state and local government (ideally autonomy, robotics, transportation, or related fields) What Else You Need to Know The starting cash range for this role is $100,000 - $130,000. Please note that this is a target starting cash range for a candidate who meets the minimum qualifications for this role. The final cash payment for this role will depend on various factors, including a specific candidate's experience, qualifications, skills, working location, and projected impact. The total compensation package for this role may include equity compensation; discretionary annual or performance bonuses; sales incentives; benefits such as medical, dental, and vision insurance; paid time off; and more. Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, ancestry, national origin, religion or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other characteristics protected by state, federal or local law or our other policies. We value diversity at Zipline and welcome applications from those who are traditionally underrepresented in tech. If you like the sound of this position but are not sure if you are the perfect fit, please apply!