Partner Account Lead, Xelix
£65-85k
Plus OTE
Some travel required
2 days a week in office (Hoxton, London )
AI-powered control centre for accounts payable teams
Posted today
AI-powered control centre for accounts payable teams
101-200 employees
Posted today
£65-85k
Plus OTE
Some travel required
2 days a week in office (Hoxton, London )
101-200 employees
Company mission
To build best-in-class solutions for Accounts Payable - using the latest technology to drive real outcomes for our customers.
Role
Who you are
- You've spent meaningful time in account management within B2B SaaS and you understand how enterprise renewals and expansions actually get done
- You're comfortable owning a commercial number, having pricing conversations, and building a function where one doesn't exist yet
- Experience managing accounts through BPO or outsourced delivery partners would be a significant advantage
- 6-10 years in account management or customer success within B2B SaaS or enterprise technology
- Proven track record of hitting renewal and expansion targets on a commercial book of business
- Experience managing complex, multi-stakeholder accounts where the buyer and the day-to-day user are different organisations
- Exposure to partner-managed or BPO-managed customer relationships is a strong plus
- Comfortable with commercial negotiations: renewals, pricing discussions, upsell conversations
- Experience with or strong knowledge of MEDDIC / MEDDPICC methodology
- Able to segment and prioritise a large portfolio rather than treating every account the same
- Strong relationship builder who can operate across partner organisations and client organisations simultaneously
- Experience building processes, playbooks, or operational frameworks in a function that didn't previously exist
- Experience managing at least one individual
- Analytical and organised, comfortable using data and CRM tools to manage a portfolio (HubSpot experience is a plus)
- Based in London, with flexibility to travel as needed
- We believe that people from diverse backgrounds, with different identities and experiences make our company and product better. No matter your background, we'd love to hear from you!
What the job involves
- Xelix's BPO partnerships account for a significant and growing share of our customer base, with over 40 enterprise clients managed through partners like Genpact
- These are complex, high-value relationships where the partner runs AP operations on behalf of the client, Xelix provides the platform, and the client pays for it
- There's substantial white space across this portfolio, with many accounts on a single module where two or three are relevant
- We're hiring a Partner Account Lead to own this book of business end-to-end: renewals, expansion, and customer health across all BPO partner accounts
- You'll build this function from scratch, managing one person from the start with the expectation of growing a team as the portfolio scales
- This is a dual stakeholder role
- You'll spend significant time with partner teams who use the platform day-to-day, while also building relationships with the end clients who pay for it
- When those two stakeholders have different priorities, you'll need the judgement and relationships to navigate that and drive the right outcome
- Own renewal, retention, and expansion targets across 40+ enterprise accounts managed through BPO partners
- Identify and execute cross-sell and upsell opportunities across the portfolio, with significant white space available across Xelix's module set
- Lead commercial negotiations on renewals and expansions, with support from the Partnerships team
- Build and maintain strong relationships with both partner teams (the platform users) and end clients (the platform buyers)
- Navigate the dynamics of MSP-style relationships where partner and client priorities don't always align
- Develop account plans that segment the portfolio by expansion potential and risk, and prioritise accordingly
- Monitor account health, identify churn risk early, and act on it
- Build the operational processes, playbooks, and reporting for this function from the ground up
- Manage and develop one direct report, with the expectation of growing the team over time
- Work cross-functionally with Partnerships, Sales, Product, and Services to ensure partner accounts get the same quality of engagement as direct accounts
- Report on portfolio performance, providing visibility on NRR, renewal rates, expansion pipeline, and account health to leadership
- This is a full-time position, with standard working hours from 9:00 AM to 6:00 PM, Monday through Friday
Application process
- While the exact process may vary slightly depending on the role, our typical interview stages are:
- Introductory Call – A short Teams conversation with a Talent Partner to discuss your background and the opportunity
- Hiring Manager Interview – A 30–45 minute Teams meeting to explore your experience and fit for the team
- Technical Task or Presentation – A role-relevant exercise to demonstrate your skills and approach
- Final On-site Interview – An in-person meeting with our senior leadership team and co-founders at our office
- We strive to make the process clear, efficient, and respectful of your time
- Contact: Rebecca Green, Talent Partner – People & Talent
Salary benchmarks
Our take
Xelix helps enterprise finance teams detect high-risk transactions and prevent financial losses driven by error or fraud. The solution also provides a deep analytics capability in the areas of cash management & supply chain performance.
Currently, up to 1% of company spend is lost due to Accounts Payable errors. This can be caused by simple manual errors (e.g. keying mistakes), technology mishaps (e.g. OCR failures) or intentional fraud from inside or outside the company. When trying to maximize the profitability of a company a 1% difference in net spending can make an immense difference, therefore the software that Xelix is developing has huge potential.
As evidence of its power, Xelix claims that it typically saves companies 6-figures within the first 3 months of going live and drives a positive ROI within one month. Additionally, its analytics capability provides in-depth analysis & insights on supply chain activity - including payment performance, procurement trends & working capital management. Ultimately, Xelix has the first-mover advantage in its market and if keeps progressing at its current pace it could easily grow rapidly.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Jul 2025
$160m
SERIES B
Jul 2022
$5m
SERIES A
Total funding: $165m
Company benefits
- Learning & development culture – £500 personal annual budget
- We’re carbon-neutral and are working towards ambitious carbon reduction goals
- Lots of team socials & activities
- Annual team retreat
- On-site Gym
- 27 days of annual leave (including 3 days Christmas closing), with the option to roll over 3 days
- Hybrid working from our dog-friendly Hoxton office
- Comprehensive private medical & dental cover with Vitality
- Enhanced parental leave
Company values
- Be productive
- Be proactive
- Keep improving
- Be collaborative
Company HQ
London, UK
Articles
Leadership
Paul Roiter
(Co-Founder & CEO)Paul has a degree in Political Science and Government and an MBA. They previously co-founded Dingo App, a peer-to-peer ticketing app.
Phil Watts
(Co-Founder & CPO)Phil has a degree in Maths and Economics, and they're a qualified Chartered Accountant. They previously co-founded Dingo App, a peer-to-peer ticketing app.
People progressing
Maddy joined Xelix as an SDR in 2022, before joining the Partnerships team in October 2023.
Miki joined Xelix in 2019 as a Software Engineer, before being promoted to Lead Data Engineer. They are now a Staff Software Engineer.
Having joined Xelix in April 2023 as an SDR, Hannah is now a Customer Success Manager.
Diversity, Equity & Inclusion at Xelix
- Building a diverse and inclusive team is at the heart of everything we do both in the people team, and the wider Xelix team. We are aware that diversity & inclusion efforts are ongoing, and that we will never have it all figured out and ‘done’. This means we need to constantly learn and iterate. We will also make mistakes, but the important thing is that we learn from them and act with positive intent.
- Equal opportunity employer
- Advanced parental pay
- Actively track and working to improve gender balance (currently 29% female)
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