Director of Partner GTM, Xero
United States
Accounting software for small businesses
Open for applications
Accounting software for small businesses
1001+ employees
Open for applications
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- Extensive GTM Leadership Experience: A significant track record of success leading high-performing sales and success organizations. Your experience must include leading both new business acquisition ("hunter") and account management/success ("farmer") teams
- Proven "Manager of Managers": You have demonstrable experience managing other people leaders and developing a strong leadership bench
- Strategic & Financial Acumen: Proven ability to develop and execute complex go-to-market strategies, manage a full P&L or a large, multifaceted revenue book, and deliver accurate forecasting
- Inspirational Leader: You are known for creating energized, high-performing, and unified team environments, with exceptional skills in coaching and developing both individual contributors and managers
- Executive Presence: Outstanding communication, presentation, and negotiation skills, with the ability to influence and build relationships with senior executives and major partners
- Market Knowledge: Expert-level knowledge of SaaS sales models and the accounting or small business technology landscape in the United States is strongly preferred
What the job involves
- As the Director of Partner GTM for the US, you will serve as the strategic architect and commercial owner for the entire US partner channel lifecycle
- You will provide unified leadership across both our New Business acquisition and Partner Success organizations, shaping a cohesive go-to-market strategy that drives market penetration, revenue growth, and long-term partner value
- This pivotal role is accountable for building a world-class sales and success culture, developing a pipeline of future leaders, and ensuring the US partner channel exceeds its ambitious growth and retention targets as a key contributor to the Americas leadership team
- Unified GTM Strategy: Develop and own the comprehensive US go-to-market strategy for the partner channel, integrating both new business acquisition and existing partner success motions to maximize growth and market share
- Leadership at Scale: Provide strategic leadership across the entire US Partner GTM function, leading both the Account Executive (new business) and Partner Success (account management) teams, including the management of subordinate managers
- Full Commercial Ownership: Hold full accountability for the US partner channel's financial performance, including new business quota attainment, Annual Contract Value (ACV) creation, partner retention, and expansion revenue. You will lead accurate forecasting for the entire revenue funnel
- Executive Collaboration: Operate as a key member of the Americas leadership team, working closely with senior leaders in Marketing, Product, and Operations to develop and execute cohesive, cost-effective growth strategies
- Performance & Operational Excellence: Drive a culture of high performance and accountability for all KPIs across the sales funnel. Interpret complex data to identify systemic opportunities and implement scalable solutions for both prospecting and partner development
- Talent Development: Lead the hiring, coaching, and development of sales professionals and managers across your organization, building a robust and diverse talent pipeline to support Xero's continued growth
- Success Looks Like:
- Consistent overachievement of national targets for both new business acquisition and partner retention/growth
- The successful execution of a unified strategic GTM plan that results in significant market share growth in the US partner channel
- Building and maintaining a healthy pipeline for new business while concurrently increasing the health, satisfaction, and adoption within the existing partner base
- High engagement and retention of top talent across the GTM organization, with a clear succession plan for key leadership roles
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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