Sales Development Manager, Xero
$105-145k
Cloud-based accounting software
Posted today
Cloud-based accounting software
1001+ employees
Posted today
$105-145k
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- Exceptional interpersonal skills to work cross-functionally and influence without direct authority
- Ability to work with initiative and autonomously in a fast-paced, evolving environment
- Strong ability to build rapport
- Outstanding communication and presentation skills
- Solution driven mindset
- Process driven and takes ownership
- Passion and desire to make a difference
- Knowledge of CRM systems, sales engagement platforms, and other tools that drive SDR productivity and data visibility across customer segments
- Experience with systems like Salesforce, Outreach, HubSpot, or similar platforms
- Demonstrated success in building and scaling a sales development team
- Track record of exceeding acquisition targets and adapting strategies
- Ability to develop a clear, multi-segment vision for the function and translate it into actionable steps with measurable outcomes
- Experience with systems like Salesforce or similar platforms
- Strong analytical skills, with the ability to interpret performance data and make strategic decisions to optimize processes and team performance
- Deep understanding of the customer journey
- Ability to develop strategies that resonate with and engage potential partners
What the job involves
- As the Sales Development Manager you will play a pivotal role in driving our regional growth by leading a high-impact team of Sales Development Representatives (SDRs).
- As SDR Manager, you’ll be responsible for working alongside our SDR team to develop and execute our pipeline generation & partner recruitment strategy.
- Additionally, you’ll develop and execute strategy to drive adoption of Xero’s Partner Program and implement on-boarding best practices for Accounting and Bookkeeping partners
- You will lead a team of sales development representatives in Xero’s high growth, fast-paced environment.
- Your team will create inbound and outbound pipelines for Account Executives and Senior Account Executives.
- Through your coaching and execution of strategy, SDRs will have the tools and knowledge needed to meet and exceed pipeline goals
- Build and Scale a Multi-Segment Function: Develop and execute a comprehensive strategy to establish a best-in-class sales development function, with distinct sales motions that address SMB, Mid-Market, and Enterprise customer needs
- Lead and Mentor: Recruit, train, and lead a high-performing team of SDRs, providing clear guidance and support to drive individual and team success across each customer segment
- Shadow SDR’s calls to drive adoption of Xero’s Partner Program and overcome partner objections, resulting in new business pipeline
- Be the go-to person for the team on day to day operational issues
- Ownership for the escalation of issues from the team to the RD
- Motivate and assist the team to ensure monthly targets are achieved
- Partner Acquisition Strategy: Own regional new partner acquisition efforts, driving consistent growth and identifying key channels and tactics for new partnerships within each segment
- Process Design and Optimization: Establish and continuously refine segment-specific processes, workflows, and best practices to enhance team productivity and effectiveness from lead generation through hand-off to Sales
- Technology and Tooling Implementation: Weigh in on selection and integration appropriate technology and tools (e.g., automation, analytics) to support outreach and enable success through data-driven decision-making
- Cross-Functional Collaboration: Work closely with Marketing, Sales, and SOPS teams to align strategies, ensure seamless lead hand-offs, and support partner-centric growth initiatives that address customer needs
- Act as the conduit between the SDR team and Xero Product Development and Xero Customer Experience teams
- Engage and liaise with Account Executives (AEs) and Regional Director (RD) regarding the on-boarding of Partners, including booking Xero introductory presentations and related activities
- Ownership for the escalation of issues from the team to the RD
- Performance Analysis and Adjustment: Regularly analyze team performance, create reports, and adjust strategies to drive continuous improvement and ensure KPIs are attained
- Effective System Management: Role models the use of internal systems to effectively manage pipeline and sales activities, maintaining an accurate record whilst drawing insights from the data
- Customer-Centric Focus: Ensure a strong focus on understanding customer needs and trends to drive meaningful interactions and relationships
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 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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