The Associate Enterprise Account Executive is responsible for establishing relationships with accounting partners, driving Xero adoption, managing pipelines, and ensuring sales commitments are met through consultative selling techniques and account management.
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.
How you’ll make an impact
This role is responsible for establishing Xero’s commercial relationships with the offices of accountants and bookkeepers for defined Enterprise Partners Offices. These offices are a part of our Enterprise Accounts that is managed nationally by an Enterprise Account owner on our Enterprise Team. By working with your defined partners to assist and execute on a strategy to adopt Xero, driving positive outcomes for the partners while also contributing revenue and subscription growth for our business. As an Associate Enterprise Account Executive you will be responsible for:
- Generate new relationships with offices of defined enterprise accounting and bookkeeping partners.
- Assist, drive and influence the development of business plans for these partners’ offices to develop their Xero adoption
- Partner with Enterprise Account owner to contribute to the overall strategy for the partner
- This position will require significant travel to partner meetings and events.
What you'll do
- Drive pipeline management for your portfolio through outbound prospecting activities and quarterly planning to achieve your target.
- Ensuring that commitments in the sales process are managed and delivered by leveraging internal relationships.
- Accessing TAM within the offices to convert to Xero
- Approaching relationships with our accounting enterprise partners’ offices through consultative selling techniques and a collaborative sales approach
- Engage with new enterprise partner office relationships via in person, virtual meetings, attending events, running and presenting workshops.
- Educate enterprise account partners’ offices on all partner resources available
- Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars.
- Build social media presence, drive attendance to events as required.
- Keep all information, relating to inbound and outbound calls, meetings, practice staff and contact details, up-to-date at all times in CRM.
- Respond in a timely manner to all enterprise account enquiries both internally and externally
- Driving attendance for Xero Sales led events and Partner Forums
Success looks like
- Meeting monthly targets on enterprise accounts directly managed
- Weekly KPI measurements - based activity and partner progress
- Hitting on key touch points to maintain strong account hygiene in our CRM
- Able to articulate the value of Xero in a variety of contexts based on the partner's needs.
What you’ll bring with you
- Experience in sales, in a fast paced technology or SaaS company; ideally in a hunting sales
- Experience building rapport and selling to partners
- Market knowledge in current Practice and SME software competitor platforms is a plus
- Knowledge of the workings of an accounting practice and systems is a plus
- A track record in influencing and drive sales within partner and/or vertical channels
- Strong account management skills
- Loads of initiative and ability to work autonomously
- Outstanding communication and presentation skills
- An enthusiasm for building strong relationships
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.
Top Skills
CRM
Xero Denver, Colorado, USA Office
Headquarters for the Americas, the sleek and modern Denver office is in the heart of the Platte Street area and right near the scenic Platte River.
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Responsible for growing relationships with accountant and bookkeeper partners, driving expansion through cross-sell/up-sell strategies, and ensuring partner satisfaction by providing support and education.
Top Skills:
CRMSaaS
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