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.
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:
You’ll bring on new accounting partners with a TAM of 50–175 business tax clients. Leads can come from SDR handoffs, our partner program and past prospects.
Recruit and grow new Xero accounting partners to grow our channel, leading to growth of our small business customer base
Manage inbound sales calls and respond to prospective/current partner inquiries, while also having the ability to foster organic growth within an existing partner
Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach to drive high-complexity consensus sale
Generate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and community events
Enrich 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 time
Utilize 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 partners
Meeting 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 webinar
Maintaining 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 industry
Manage existing accounting partner relationships under our recruit, educate, grow model
Collaborate with our technical team to present end-to-end accounting workflow solutions
Personal wins are great. Helping the team win? Even better. We’re looking for someone who moves fast, plays well with others and makes the whole team better.
Critical competencies:
Understand the buyer: shows enthusiasm for the emerging cloud accounting market and its new opportunities
Building relationships: A natural tendency towards building mutually beneficial partnerships
Drive for results: Results driven with strong initiative and ability to work independently
Communication: Outstanding communication and presentation skills
Resilience & 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 environment
Experience in closing sales role strongly preferred
Experience selling in a high growth, SaaS environment
A high level of awareness for the workings of an accounting practice and systems a plus
Why 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.
