Senior ABM Manager, Xero
$155-190k
+ RSU + Annual bonus
Accounting software for small businesses
Be an early applicant
Accounting software for small businesses
1001+ employees
Be an early applicant
$155-190k
+ RSU + Annual bonus
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- You will bring a proven background in building and scaling account-based marketing programmes integrated within a fast-paced B2B SaaS environment
- Extensive hands-on experience with marketing technology platforms like Demandbase, Salesforce, and Clay is essential
- An early adopter mindset regarding AI utilities will enable you to design automated workflows that personalise outreach at scale
- Your deep understanding of complex buying cycles, multi-stakeholder decision-making, and the cloud data or fintech landscape will guide our strategy
- Exceptional communication skills are required to update senior stakeholders and secure executive buy-in for programmatic changes
- A strong analytical capability allows you to digest data easily and translate it into actionable strategic insights
- Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team
What the job involves
- Design, establish, and manage Xero's global account-based marketing strategy as our Senior ABM Manager
- In this role, you will drive the multi-year strategic vision for our 1-to-Many, 1-to-Few, and 1-to-1 programmes, accelerating the adoption of our platform across high-value prospects
- You will be responsible for building an automated, AI-powered marketing engine that aligns closely with our outbound sales efforts to generate a high-performing pipeline
- By taking strategic ownership of the global investment, you will hold shared accountability for pipeline and revenue generation across key enterprise and accounting partner channels
- Your work will directly influence multi-million dollar outcomes, optimising campaigns and evolving performance indicators across all contact levels to shape the future of B2B marketing at Xero
- You will join the Partner Acquisition Marketing team, a collaborative group spread across remote US locations and Toronto. The team is responsible for bringing new accounting and bookkeeping firms into the Xero Partner Programme and improving how they convert into productive partners
- You will work cross-functionally alongside sales, performance marketing, content, martech, and finance to deliver unified, revenue-driving campaigns
- Transitioning the global account-based marketing motion into a modern, scalable, AI-enabled engine using tools like Clay, Claude, Unify, and AirOps
- Re-evaluating and reworking the end-to-end programme to target an expansive audience of over 150k prospects
- Refining attribution and tracking within Salesforce across leads, contacts, and accounts to provide clear visibility into campaign ROI
- Managing and guiding the development of the current ABM Manager within the team
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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