Our Purpose
At Xero, we’re here to help you supercharge your business. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world.
At Xero, we’re here to make running a business beautiful. By making small business more efficient every day, connecting them with big business technology and empowering a community behind them, their potential is limitless. When that happens, we’re not only helping small businesses, we’ll be building a stronger economy that can change the world.
How you’ll make an impact:
At Xero the customer is the cornerstone of everything we do. This role is responsible for recruiting new accounting partners (firms) using Xero’s proven and longstanding partner value proposition. In addition to recruiting new accounting firms to our partner program, you will also actively manage existing relationships with accounting partners in your territory and actively grow new business within your existing partner base. You will recruit new partners and support the appropriate partner journey and will ensure that each firm has the opportunity to grow through internal firm-wide education and peer-to-peer networking opportunities facilitated by their team. At the point these partners become production ready, if they fit the current client size you will receive them back to continue to grow them as a partner. Some travel will be required. Key characteristics of an ideal candidate: Experienced in selling and closing, well-rounded, customer focused, delivers results in high growth environments, high emotional intelligence, strong business acumen, effective communicator, quick learner and knowledgeable in accounting practice operations.
What you’ll do:
Take a role in identifying and qualifying opportunities by prospecting and developing key relationships with accounting firms within your territory. The AM will handle partners with a TAM(total addressable market) size of 50-175.Recruit and grow new Xero accounting partners to grow our channel, leading to growth of our small business customer baseManage inbound sales calls and respond to prospective/current partner inquiries, while also having the ability to foster organic growth within an existing partnerBuild strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach to drive high-complexity consensus saleGenerate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and community eventsEnrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero Travel to partners and prospects within your territory up to 10-15% of timeUtilize sales enablement tools such as Salesforce and other automation tools
Success looks like:
Meeting monthly targets on new clients signing up to Xero via your accounting partnersMeeting weekly KPI measurements such as phone calls, meetings, and events. More than 80% of your communication with customers and partners will be via phone, email, and webinarMaintaining a high level of activity and excellent account hygiene in our CRM by hitting on key touch points Successfully recruit accounting partners representative of all tiers of the industryManage existing accounting partner relationships under our recruit, educate, grow modelCollaborate with our technical team to present end-to-end accounting workflow solutions
Critical competencies:
Understand the buyer: shows enthusiasm for the emerging cloud accounting market and its new opportunitiesBuilding relationships: A natural tendency towards building mutually beneficial partnershipsDrive for results: Results driven with strong initiative and ability to work independentlyCommunication: Outstanding communication and presentation skillsResilience & adaptability: Capacity to learn, adapt and apply ideas in constantly morphing situations Customer focused: Ability to create quick, strong rapport with accountants and other stakeholders
Experience:
3+ years of relationship building sales experience in a consultative sales environmentExperience in closing sales role strongly preferredExperience selling in a high growth, SaaS environment A high level of awareness for the workings of an accounting practice and systems a plusWhy Xero?
Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.
Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience. If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.
