Sales Account Manager, Xero
London, Essex - Chelmsford, Hertfordshire - Watford
Cloud-based accounting software
Be an early applicant
Cloud-based accounting software
1001+ employees
Be an early applicant
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- Demonstrable experience in a fast paced technology or SaaS company preferred
- Proven sales performance and impact
- Field account manager experience
- Knowledge and understanding of the workings of an accounting practice and related systems
- Strong market knowledge in current Practice and SME software competitor platforms is a plus
- Enthusiasm for building new relationships with Accounting firms
- Ability to create a quick and strong rapport with accountants
- Excellent communication and presentation skills
- Confident in managing complexity with partners and proactive in identifying opportunities for them
- Strong product knowledge and demonstration skills, connecting value to partners needs
- Collaborative with internal and external stakeholders, working as a team
- Process driven and takes ownership
- Demonstrated initiative and ability to work autonomously
What the job involves
- You will be responsible for growing and developing Xero’s commercial relationship with the accountants and bookkeepers in a defined territory or market
- By working with the partners in your territory to create and execute on a strategy to digitise their practice you will drive positive outcomes for our partners, while also contributing revenue and subscription growth for our business
- Manage the sales and account management relationships with large and mid-tier accounting partners
- Effective territory management through segmentation and prioritisation of all new and existing Accounting and Bookkeeping Partners
- Proactively creating a strategic plan to drive a strong pipeline to meet quarterly goals
- Generating a pipeline of qualified opportunities through effective strategic planning, and achieving your target through proactive outbound call activity, emails, field visits and marketing campaigns
- In partnership with new business teams, land new Xero accounting and bookkeeping partners to grow the channel, leading to growth of our small business customer base
- Build strong relationships with our accounting and bookkeeping partners through consultative selling techniques and a collaborative sales approach
- Lead the development of digital and cloud strategies for both existing and new or prospecting partners
- Cultivate deep partner relationships attending events, running and presenting workshops and meeting with partners
- Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars
- Build thought leadership and social media presence, drive attendance to events as required
- Keep all information, relating to inbound and outbound calls, pipeline activity and movement up-to-date at all times in Salesforce
- Success looks like..
- Meeting monthly targets as well as maintaining a high level of activity, hitting on key touch points to maintain excellent account hygiene in our CRM
- Weekly KPI measurements. Such as meetings, calls and events
- Successfully converted accounting and bookkeeping partners to Xero’s solutions
- Able to articulate the value of Xero in a variety of contexts based on the partner's needs
- Collaborate with our technical team to present end-to-end accounting workflow solutions
- Effective use of processes and tools, also referencing Xero’s sales methodology to guide your process
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
Company
Company benefits
- Top-spec MacBook or HP Z-book
- Employee Share Plan (own a part of Xero!)
- 23 days holiday plus Bank Holidays (plus an extra 3 days over the Christmas period!)
- 10 days Wellbeing Leave (for sickness, emergencies and taking a mental health break)
- Company Pension Scheme (matched contributions up to 4.5%)
- A range of wellbeing initiatives
- Remote and Flexible Working
Company values
- Human - Xeros are authentic, inclusive and really care. We’re kind and assume the best intent. We’re inclusive, approachable and show empathy. We’re willing to be vulnerable, sharing our fears, failures and learnings.
- Ownership - Xeros deliver on commitments. We do what we say we’ll do. We own our mistakes and take positive action. We move fast to get the right things done.
- Challenge - Xeros are curious. We think and dream big. We welcome challenging conversations and do it with respect. We lead and embrace change, seeking new and better ways.
- Beautiful - Xeros create experiences people love, and that inspire and delight. We do high-quality work and go the extra mile.
- Team - Xeros are great team players. We champion Xero’s purpose and priorities. We work together to do what’s best for Xero and our customers. We appreciate and celebrate each other and our successes.
Company HQ
Te Aro, Wellington, Wellington
Articles
Leadership
Rod Drury
(Founder)Previously Consultant at EY, Founder of Glazier System. Was CEO of AfterMail and Director at TradeMe. Also founded Pacific Fibre and was Director at NZX.
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