Account Executive, Xero
$99.6-124.5k
OTE
$66.4-83k
BASE
Accounting software for small businesses
Be an early applicant
Accounting software for small businesses
1001+ employees
Be an early applicant
$99.6-124.5k
OTE
$66.4-83k
BASE
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- Understand the buyer: shows enthusiasm for the emerging cloud accounting market and its new opportunities
- Building relationships: A natural tendency towards building mutually beneficial partnerships
- Drive for results: Results driven with strong initiative and ability to work independently
- Communication: Outstanding communication and presentation skills
- Resilience & adaptability: Capacity to learn, adapt and apply ideas in constantly morphing situations
- Customer focused: Ability to create quick, strong rapport with accountants and other stakeholders
- 3+ years of relationship building sales experience in a consultative sales environment
- Experience in closing sales role strongly preferred
- Experience selling in a high growth, SaaS environment
- A high level of awareness for the workings of an accounting practice and systems a plus
- Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience. If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process
What the job involves
- At Xero the customer is the cornerstone of everything we do. This role is responsible for recruiting new accounting partners (firms) using Xero’s proven and longstanding partner value proposition
- In addition to recruiting new accounting firms to our partner program, you will also actively manage existing relationships with accounting partners in your territory and actively grow new business within your existing partner base
- You will recruit new partners and support the appropriate partner journey and will ensure that each firm has the opportunity to grow through internal firm-wide education and peer-to-peer networking opportunities facilitated by their team. At the point these partners become production ready, if they fit the current client size you will receive them back to continue to grow them as a partner
- Key characteristics of an ideal candidate: Experienced in selling and closing, well-rounded, customer focused, delivers results in high growth environments, high emotional intelligence, strong business acumen, effective communicator, quick learner and knowledgeable in accounting practice operations
- You’ll bring on new accounting partners with a TAM of 50–175 business tax clients. Leads can come from SDR handoffs, our partner program and past prospects
- Recruit and grow new Xero accounting partners to grow our channel, leading to growth of our small business customer base
- Manage inbound sales calls and respond to prospective/current partner inquiries, while also having the ability to foster organic growth within an existing partner
- Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach to drive high-complexity consensus sale
- Generate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and community events
- Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero
- Travel to partners and prospects within your territory up to 10-15% of time
- Utilize sales enablement tools such as Salesforce and other automation tools
- Success looks like:
- Meeting monthly targets on new clients signing up to Xero via your accounting partners
- Meeting weekly KPI measurements such as phone calls, meetings, and events. More than 80% of your communication with customers and partners will be via phone, email, and webinar
- Maintaining a high level of activity and excellent account hygiene in our CRM by hitting on key touch points
- Successfully recruit accounting partners representative of all tiers of the industry
- Manage existing accounting partner relationships under our recruit, educate, grow model
- Collaborate with our technical team to present end-to-end accounting workflow solutions
- Personal wins are great. Helping the team win? Even better. We’re looking for someone who moves fast, plays well with others and makes the whole team better
Our take
For a long time, high-quality financial services have been reserved for large-scale businesses. Xero solves this problem by giving small businesses, accountants, and bookkeepers access to best-in-class finance and accounting solutions.
Xero is one of the largest companies of its kind, with its promise to save time and effort for small business owners - who often don’t have in-house accounting teams - capturing interest and allowing the company to scale. It has a strong rival in Intuit QuickBooks, which offers similar services, but competes by being most effective for growing startups, and having an incredibly simple user experience.
A series of acquisitions and partnerships, including the purchase of Instafile in 2018, have consolidated Xero’s market share. The company continues to add new integrations, such as with Vehocheck Workshop Manager, and the 2023 launched Beautiful Business Fund that will help small businesses accelerate growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Company HQ
Te Aro, Wellington, Wellington
Leadership
Prior to Xero, she founded Boardlist and Joyus. She also served as the CEO of Polyvore and as a President of Asia Pacific and Latin America Operations at Google.
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