Xero

Lead the modernization of a marketing data platform by integrating AI capabilities, unifying data sources, and collaborating with business units to enhance reporting, enabling data-driven decisions across the organization.

• Develop and execute digital strategies that enable partners to successfully migrate their clients onto the Xero platform. • Drive net new business and manage a consistent cycle of appointments and meetings within your allocated territory. • Recruit, educate, and grow your partner base by delivering events and certification training. • Use Salesforce to maintain accurate data and ensure excellence in forecasting and territory management. • Expect regular travel for client visits, including driving within a three-hour radius for face-to-face meetings.

• Be the primary point of contact for a portfolio of enterprise accounting and tax partners. • Shape how firms adopt and embed Xero into their practice. • Convert opportunities within your allocated accounts, building out business plans with partners. • Collaborate closely with Enterprise Account owners to ensure a joined-up approach. • Attend events and run workshops to keep your pipeline healthy and your accounts progressing.

• Directly shape how firms adopt and embed Xero into their practice • Build out business plans with partners • Collaborate closely with Enterprise Account owners • Attend events and run workshops to maintain a healthy pipeline • Educate partners on Xero's full suite of features, partner resources, and the value Xero can bring to their practice — staying current through ongoing Xero training and product webinars.

The role & it's impact: As an Enterprise Account Executive, you will be the driving force behind our growth strategy with the largest and most strategic accounting firms in the United States. You will own the full pre-sales lifecycle, from initial outbound prospecting through to contract execution, focusing on building executive-level relationships and managing complex buying processes to secure long-term business plans. Your impact is defined by your ability to act as a trusted advisor, helping partners develop and execute digital strategies that convert and activate users at scale. By opening doors at the highest levels and ensuring we win the right business the right way, you directly influence the long-term success, retention, and expansion of Xero’s enterprise ecosystem. The team & how they connect: You will join a high-performing sales engine that thrives on collaboration and strategic alignment across the business. You will partner closely with Product, Legal, Finance, and Marketing teams to ensure deal readiness, while working alongside Senior Account Managers to expand Xero’s penetration within allocated territories. Initially, you will focus on: - Driving new business growth by identifying and qualifying enterprise opportunities through a disciplined "hunter" approach. - Leading complex, multi-stakeholder sales cycles and discovery sessions to uncover business problems and position ROI-led solutions. - Managing a defined account list and maintaining accurate pipeline forecasts through our Salesforce CRM system. - Collaborating on introductory events, webinars, and partner forums to build rapport and educate prospective enterprise accounts. Where and how you can work: This is a remote-first role, offering you the flexibility to work from any US location where Xero is legally authorised to operate. While you’ll have the freedom of a remote base, the strategic nature of our enterprise partnerships means you’ll regularly hit the road. You should expect significant travel to engage in face-to-face meetings, attend industry forums, and build the deep-rooted rapport necessary to close complex deals. Here are some of the things we are looking for: - You bring a proven track record in B2B SaaS or enterprise technology sales, specifically engaging with executive-level buyers in large, matrixed organisations. - A process-driven and results-focused approach is natural to you, allowing you to manage multiple long-cycle opportunities simultaneously. - You possess an ownership mentality and the autonomy to treat your allocated territory like your own business. - Building strong, authentic relationships is a core strength, backed by outstanding communication and presentation skills. - You will have a deep understanding of accounting workflows or experience within large accounting firms to help influence practice-wide digital transformations. - An enthusiasm for making a difference shines through in your ability to create quick rapport and act as a mentor within the sales team. Compensation: At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits. The expected base salary range for this role in: - California, New York and Washington: $120,000 - $150,000 - All other US States: $116,200 - $145,200 Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role.In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation: - Variable Pay: Permanent emplo. yees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) incentives depending on your role level, and company performance. - Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks page. At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team so we encourage you to apply even if your experience isn't a perfect match!

The role & it's impact: As a payments expert, you will join Xero with a deep understanding of the payments landscape, navigating its complexities to drive commercial success. Your role is two-fold: leading the commercial relationships with large accounting and bookkeeping firms and championing Melio alongside our broader payment offerings to modernise how these organisations manage their cash flow. You will act as a strategic consultant, managing the full sales cycle and helping enterprise firms move away from manual processes toward automated, high-efficiency cloud solutions. By navigating complex sales cycles and providing subject matter expertise on payment rails and digital automation, you will empower our prospects and partners to optimize their workflows and scale their operations effectively. The team & how they connect: You will join a collaborative enterprise team, working closely with Partner Success Managers and Consultants to design and execute growth strategies for our most significant partners. This role serves as the vital link between our payments technology and our largest accounting partners, ensuring a coordinated approach to landing and expanding the full platform. Initially, you will focus on: - Driving sustainable adoption and revenue growth of the Melio payments hub across an allocated territory. - Analysing manual payment workflows to build compelling business cases for digital automation and integrated accounting. - Executing targeted outbound campaigns and office blitzes in collaboration with the wider enterprise sales team. - Utilising Salesforce and modern sales tools to maintain a predictable pipeline and accurate forecasting. Where and how you can work: This is a remote position based in the United States. We offer a flexible working environment that allows you to manage your territory effectively while staying connected with the team through virtual collaboration and occasional in-person events or workshops. Here are some of the things we are looking for: - As a payments expert, you possess a deep, "in and out" understanding of the payments landscape, including payment rails and digital automation. - You bring a wealth of knowledge in B2B SaaS or Fintech, specifically within accounts payable and receivable environments. - A proven track record of exceeding targets in a partner or channel sales model is something you can demonstrate. - You possess a natural ability to consult with high-level stakeholders, from CFOs to practice leaders, telling a persuasive story about digital transformation. - Navigating complex sales cycles using established methodologies like MEDDIC or Challenger is second nature to you. - Your approach is highly collaborative, with an enthusiasm for working across teams to ensure partner success and long-term retention. Compensation: At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits. The expected base salary range for this role in: - California, New York and Washington: $120,000 - $150,000 - All other US States: $116,200 - $145,200 Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role.In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation: - Variable Pay: Permanent employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) incentives depending on your role level, and company performance. - Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks page. Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.

The role & it's impact: As the Manager, Enterprise, you will lead a field-focused team dedicated to driving deep activation and usage across our most strategic national franchise networks. Your mission is to transform high-level partnership signatures into real-world success by executing a repeatable field playbook that empowers thousands of individual offices to thrive on the Xero platform. You will act as a hands-on sales coach, raising the bar on pipeline discipline and activity while developing a high-performing team of individual contributors. By partnering closely with internal success managers and cross-functional teams, you will remove friction and amplify successful strategies, ensuring Xero’s largest franchise logos become deeply activated, multi-office success stories. The team & how they connect: You will lead a hungry, results-driven field team that sits at the heart of Xero’s Enterprise growth strategy, working to bridge the gap between national strategy and local office execution. This team operates in a high-rigor environment, collaborating seamlessly with Marketing, Enablement, and Operations to provide franchise partners with the tools and support they need to win. Initially, you will focus on: - Developing and refining coverage models and playbooks to go deep and wide across large, multi-location franchise networks. - Establishing a high-rigor operating cadence including weekly 1:1s, call coaching, and pipeline reviews to keep office-level conversions on track. - Driving the adoption of key ecosystem solutions like Melio and Syft to ensure offices understand the full value of the Xero platform. - Collaborating with Marketing to design and launch regional "activation sprints" and "office blitzes" that drive rapid product usage. Where and how you can work: This is a remote position based in the US, offering you the flexibility to work from home while maintaining a strong field presence. You will spend significant time virtually and in-person shadowing your team, modeling best practices during partner meetings, and building relationships across your allocated territory. Here are some of the things we are looking for: - You bring a proven track record of leading and coaching front-line sales or partner success teams within B2B SaaS or FinTech environments. - A process-driven mindset is essential, with a natural inclination for CRM hygiene, data-driven decision making, and structured operating rhythms. - You possess the ability to navigate complex, matrixed environments, specifically understanding the dynamics of large franchise or national accounting organisations. - Your communication style is both inspiring and influential, allowing you to align internal stakeholders and motivate partner offices toward shared goals. - You demonstrate a "field-first" approach, enjoying the process of getting into the details of deals and providing real-time feedback to help your team grow. - A bias for action defines your work style, as you take full ownership of your portfolio and treat your team’s territory like a business you own. Compensation & Total Rewards At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits. The expected base salary range for this role in: - All States: $116,000 to $170,000 USD plus commission Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role. In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation: - Variable Pay: Permanent employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) incentives depending on your role level, and company performance. - Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks page. Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.

• As an Associate Enterprise Partner Success Manager at Xero, you will be the primary point of contact for a portfolio of enterprise accounting and tax partners across your territory. • Your work will directly shape how these firms adopt and embed Xero into their practice — converting opportunities within your allocated accounts, building out business plans with partners, and collaborating closely with Enterprise Account owners to ensure a joined-up approach. • You will attend events and run workshops as you work to keep your pipeline healthy and your accounts progressing. • Initially, you will focus on getting up to speed with your allocated territory — understanding your partner portfolio, identifying growth opportunities, and building your outbound prospecting cadence to drive pipeline. • Working alongside Enterprise Account owners to contribute to partner strategies, supporting Xero adoption across enterprise accounting and bookkeeping firm offices. • Managing partner relationships through consultative engagement — in person meetings, virtual consultations, workshops, and events — while keeping Salesforce CRM updated and account hygiene tight. • Educating partners on Xero's full suite of features, partner resources, and the value Xero can bring to their practice — staying current through ongoing Xero training and product webinars.

• Empower Americas sales communities by delivering strategies and programmes that drive excellence and behavioural change. • Serve as a consultant to sales leaders in the USA and Canada, ensuring teams possess the skills, mindset, and tools needed. • Help amplify sales culture during a period of growth to influence revenue outcomes by equipping sellers with needed tools. • Join the North America Sales Enablement team to offer integrated coaching and resources that improve productivity. • Focus on localising and embedding Global Sales Enablement learning programmes for the Americas market. • Optimise toolstack, including Salesforce, Highspot, and Gong, to drive data quality and seller efficiency. • Pilot AI-assisted workflows and automated call feedback tools to enhance coaching outcomes. • Project manage strategic learning initiatives that facilitate partners’ adoption of multiple products and selling full platform value.

Our PurposeAt Xero, we’re here to make running a business beautiful. By making small businesses 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 impactAs a Director of Product Management you will lead multiple product teams and, where required, step in to solve complex and protracted product problems. You will support and enable your team to do the best work of their lives through practising the great people leader framework. Your impact will be measured by your achievement of key commercial and customer success metrics through your management of people and teams. You will lead a product area with high levels of complexity, ambiguity, dependencies and/or stakeholder management. What you’ll doProduct Be accountable for all the equivalent product management responsibilities, at a product area level, including: - Network across Xero to ensure the products within the portfolio connect to Xero’s strategy, objectives and future - Develops trusting relationships with senior level stakeholders, where conversions lead to actionable outcomes - Articulates a narrative to a diverse set of senior stakeholders to influence outcomes - Be accountable for all the equivalent product management responsibilities, at portfolio / sub-portfolio(s) level, including: - Understand the Xero context, map out the Xero landscape and identify related value streams that might create collaboration opportunities or dependencies - Define customer vision, bring to life the long-term future state - the difference you're going to make in your customers' lives - Define scope and approach, define our approach to realising the vision, identifying the big bets we're going to make and the significant value drops to customers over time, including the outcomes we hope to achieve - Developing a support strategy and plan, create low-fidelity solution concepts to explore the solution space and determine the right direction. De-risk assumptions of value, usability, feasibility and viability, in ongoing #testlearnrefine loops, increasing investment in solution only as confidence grows. Create high-level concepts to demonstrate the ideal future experience and set a north-star aspiration to guide future decision making - Launch & monitor, align with Customer teams on launch timing, approach and specifics based on the agreed Customer Value Proposition. Lock in external messaging and other outward-facing assets. Run through a checklist of all the things that need to be considered when launching a new product or feature. - Nurture iterative product improvements, - Take responsibility for managing risks (in line with Xero Risk Management Standard) arising from non-functional concerns including security, privacy, regulatory change and compliance, accuracy, responsible data use and availability: consulting with stakeholders and leading trade-off decisions - Nurture lifecycle management & sunsetting, and product improvements. Continuously monitor the performance of the product against key success measures and maintain an ongoing dialogue with customers to surface and prioritise new opportunities to optimise the product, while optimising existing features - Standardise and improve product practice. Leaders actively support practitioners to develop their skills and succeed in their contributions to XPF Activities; they work with them to identify growth opportunities, and share their knowledge and experience in service of that growth - Deliberately plan the work you are involved in, forecast key milestones and deliveries and track progress against the plan. People Leadership You will enable your team to do the best work of their lives. - Provide team leadership, shaping the team vision, culture, product team scope and ways of working - Enable and empower people to work autonomously where appropriate, providing guidance, coaching and mentorship. - Actively engage with your team members about their careers, manage performance and support their growth and development - Recruit new Xero's as required, ensuring team members are high quality, fit Xero's culture, and are on-boarded effectively - Manage team compliance with Xero policies, processes and requirements - Role model exemplary leadership by developing leadership capabilities and upholding our Xero values - Support the growth and development of your direct reports, ensuring they have what they need to perform their roles and feel empowered and engaged - Foster a safe environment for people to experiment and learn - You drive performance and results in your team Success looks like - You're responsible for the establishment of OKRs and your team's work is contributing to achieve OKRs - You deeply understand our customers and their problems - You have strong relationships with your stakeholders who are engaged and have a thorough understanding of your vision, strategy and roadmap - You have an accessible, transparent, prioritised and well executed roadmap across a portfolio / sub-portfolio which focuses on value to Xero and the customer - You champion product initiatives, narratives and vision, driving alignment across teams and the organisation - Significant people leadership experience, with the ability to successfully motivate individuals and teams and develop individuals capabilities. - Your team members are able to see the big picture and connect their work and their team’s to strategy - You are an effective coach, asking the important questions, listening and having the real (if difficult) conversions - Your roadmap is being executed according to plan and you and your team are focused on the most important initiatives - Support your team to remove barriers - You build inclusive, resilient and psychologically safe teams - Collaborate internationally to create horizontal alignment across Xero - You demonstrate and amplify Xero’s Values What you’ll bring with youCritical capabilities: Love customer problems: - Leads others in the use of best practice user research approaches and methodologies to generate powerful insights - Mentors others in problem definition and articulation techniques to expertly define customer problems - Coaches others in techniques to create MVPs/MLPs, incremental solution decisions and solution definitions, to expertly solve customer problems - Supports others to run complex or detailed experiments leading to validation of solution options Look to the future: - Runs education sessions for teams on a product/domain to increase depth of knowledge across Xero - Mentors others to develop product strategies and roadmaps that are compelling and align both business and product interests - Pilots new systems that support the development of innovative ideas across product Work the Xero way: - Leads a culture of courageous prioritization across teams and geographies to improve - Xero’s product decision-making capability - Refines and evolves Xero’s PM ways of working to continuously improve Xero’s approach to PM - Designs innovative release strategies and processes to reduce release lead time and impacts Demonstrate commercial acumen: - Develops new internal approaches and tools to accurately identify and size markets / segments - Interrogates and validates product-market fit to ensure products are commercially successful in the market - Drives Xero’s approach to product decision-making, to ensure decisions align to Xero’s short-term and long-term strategic priorities Do it together: - Expertly facilitates improvised conversations on any Xero-related issue, with senior level stakeholders, leading to an actionable outcome - Sets the standard in articulating a narrative to a diverse set of senior stakeholders to influence outcomes - Establishes or improves cross-functional processes to enable connections that support exemplary product outcomes Explore the data: - Coaches others in new analytical approaches to generate insights and improve the effectiveness of product decisions - Teaches others to meaningfully translate information and insights for different stakeholders and audiences - Collaborates across functions to integrate information from a variety of sources and teams and generate meaningful insights Great People Leadership: - Clarity: See the big picture and connect the work our team does to strategy. Cascade the operating lan and enable communication and feedback - Align & Engage: Be a good coach (ask good questions and listen to the answers). Have real, if difficult, conversations. Help your people remove barriers. Collaborates internationally to create horizontal alignment across Xero. - Perform: Build inclusive, resilient and psychologically safe teams. Drives performance and results. Grow your people and careers. Experience - Extensive experience in implementing new and improved approaches to product practice - Proven ability to drive strategic priorities and help others relate to and align with them - Demonstrated experience collaborating with diverse and senior stakeholder groups to realise customer / commercial outcomes - Strong track record of addressing customer needs through innovative use of technology - Effectively influenced outcomes at all levels in a variety of contexts - Extensive experience in defining product roadmaps and long term planning at a Portfolio / Sub-portfolio(s) level - Extensive experience within industry sectors relevant to Xero - Previous experience at a Senior Manager level - Proven people leadership and ability to successfully motivate individuals and teams - Extensive experience managing a large and/or complex global portfolio / sub-portfolio(s) to deliver customer / business outcomes - Relevant graduate degree (preferably in a technology or business related field) from a top-tier institution - Experience leading and coaching other leaders - Extensive experience in managing product teams, leading cross-functional teams and fostering an open, collaborative team environment