Director of Strategic Partners, Xero
$148-190k
Salary is dependent on location. Offers RSU and Annual Bonus
Accounting software for small businesses
Be an early applicant
Accounting software for small businesses
1001+ employees
Be an early applicant
$148-190k
Salary is dependent on location. Offers RSU and 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 bring proven leadership experience guiding strategic account, partner, or revenue teams within Enterprise SaaS, payments, or B2B environments
- Strong commercial acumen is part of your toolkit, enabling you to successfully own revenue targets and deliver accurate forecasts
- You possess a natural ability to lead from the front, eagerly engaging in sales calls, deal support, and executive partner meetings
- Navigating cross-functional collaboration comes easily to you, allowing you to influence senior stakeholders across Product, Marketing, and Operations
- Your data-driven and process-oriented mindset helps build scalable sales processes that improve customer retention and multi-product adoption
- Bringing a deep understanding of the US small business ecosystem, accounting software, or payments landscape will help you thrive
What the job involves
- As the commercial owner and senior people leader for our Accountant & Bookkeeping Partner Channel in the US, you will shape the strategy, execution, and performance of our Enterprise business
- In this highly visible leadership position, you will lead teams dedicated to managing our signed Enterprise partners and owning our key enterprise payments relationships
- Your core focus will be driving retention, expansion, and multi-product adoption across one of the fastest-growing segments at Xero
- By driving a true sales-led motion, you will help our largest partners unlock growth, expand into new verticals, and adopt integrated solutions like Xero, Melio, and Syft
- Your leadership will directly influence our long-term market penetration, revenue growth, and partner value, ultimately strengthening an economy that supports millions of small businesses
- You will report directly to the Head of Enterprise while collaborating closely with the Head of Enterprise Sales, VP of Sales, and the Managing Director of North America to champion our regional strategy
- This role acts as a master connector, bringing together regional and global stakeholders across Sales, Marketing, Product, Operations, and Payments to ensure seamless alignment
- Together, the team fosters an inclusive, high-performing culture focused on delivering exceptional commercial outcomes and partner journeys
- Scaling and coaching the US Enterprise Partner Success & Payments team to embed a robust sales-led culture with clear accountability for revenue
- Establishing advanced sales motions, full-funnel forecasting, and CRM best practices across our largest enterprise firms
- Designing a unified commercial approach that seamlessly aligns signed partner relationships with payments opportunities
- Expanding account penetration deeper into new offices, geographies, and net-new verticals through multi-product sales motions
- You will have the opportunity to travel for partner-facing events, executive engagements, and collaborative team moments that help build trust and strengthen our brand visibility
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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