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Partner Development Representative Manager

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Our Purpose
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 business, we'll be building a stronger economy that can change the world.
How you'll make an impact
Xero is looking for a Partner Development Manager to coach and scale our team of high performing Partner Development Representatives (PDRs). As PDR manager, you'll be responsible for working alongside our PDR team to develop and execute our pipeline generation & partner recruitment strategy. Additionally, you'll develop and execute strategy to drive adoption of Xero's Partner Program and implement on-boarding best practices for Accounting and Bookkeeping partners.
The ideal candidate is someone who can lead a team of sales representatives in Xero's high growth, fast-paced environment. You are a strategically sharp and thoughtful leader who excels in solving the challenges of your PDR team and Xero's partners (customers). You have proven experience in leveraging a consultative approach.
Your team will create inbound and outbound pipelines for Account Managers and Senior Account Managers. Through your coaching and execution of strategy, PDRs will have the tools and knowledge needed to meet and exceed pipeline goals.
What you'll do

  • Serve as PDR's day-to-day mentor and coach. Monitor inbound pipeline management and assist in building prospecting lists for outbound lead activity. Shadow PDR's calls to drive adoption of Xero's Partner Program and overcome partner objections, resulting in new business pipeline
  • Recruit, coach, and retain high caliber PDR talent, developing Xero's next generation of sales leaders
  • Onboard and train all new hires
  • Develop PDRs sales skills and product knowledge
  • Manage and track PDR's activity, ensuring KPIs are attained. Use Salesforce to manage lead pipeline
  • Work closely with Marketing, Sales Ops, and other cross functional teams to implement solutions and develop strategy
  • Engage and liaise with Senior Account Managers (SAMs) and Regional Director (RD) regarding the on-boarding of these Partners, including booking Xero introductory presentations for SAMs and RDs
  • Act as the conduit between the PDR team and Xero Product Development and Xero Customer Experience teams
  • Be the go-to person for the team on day to day operational issues
  • Oversee administrative team management for reporting line
  • Motivate and assist the team to ensure monthly targets are achieved
  • Work closely with the RD and Sales Operations Manager to identify and improve our current processes
  • Ownership for the escalation of issues from the team to the RD
  • Collate feedback from Partners on feature requests and relay through the appropriate channels
  • Update CRM system with all client communications including calls, emails and meetings.Work with the RD to showcase the values expected within Xero

Success looks like
Building strong relationships with Partners ensuring they have a first class on boarding experience, providing education of Xero's product offering, showcasing Xero updates and introducing these new accounts to their Account Managers.
What you'll bring with you
Critical competencies

  • Strong ability to build rapport.
  • Loads of initiative and ability to work autonomously.
  • Outstanding communication and presentation skills.
  • Solution driven mindset.
  • Process driven and takes ownership.
  • Passion and desire to make a difference.

Experience

  • 2+ years experience as a BDR or SDR manager
  • 3-5 years sales experience and CRM knowledge.
  • Knowledge of Accounting and Bookkeeping practices and processes.

Why you'll love Xero

Diversity of people brings diversity of thought and we like that. A collaborative and inclusive environment is important to us. Working at Xero will provide you with a diverse and inclusive environment alongside people who will respect, challenge and support you to have fun while you do the best work of your life. We are a place where personal development, innovation, and change are not only inspired but also celebrated. We value our people and want them to enjoy and take pride in their work.

We have a unique and special culture based around our values (#ownership, #challenge, #beautiful, #human and #champion) and offer a number of other great benefits and perks including Xero shares.

So if you want to hear more and get the opportunity to help shape the next phase in the Xero success story please apply!

Xero is an Equal Opportunity Employer.

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Christina Rowe
Global Head of Learning and Capabilities
CREATING SAFE SPACES
Share your voice and find support
As an ERG leader, Christina Rowe does more than schedule events. “My role involves listening to the needs of group members regarding career development, community and more,” she said. Through her ERG involvement, Rowe has gained a greater understanding of her peers’ diverse life experiences and skill sets while fostering dialogue related to topics that are often avoided in the workplace, such as women’s health. “It’s been a great way to help other women grow their careers and create a safe space for hard conversations,” she said.
As an ERG leader, Christina Rowe does more than schedule events. “My role involves listening to the needs of group members regarding career development, community and more,” she said. Through her ERG involvement, Rowe has gained a greater understanding of her peers’ diverse life experiences and skill sets while fostering dialogue related to topics that are often avoided in the workplace, such as women’s health. “It’s been a great way to help other women grow their careers and create a safe space for hard conversations,” she said.
Knowing that Xero puts so much awareness and investment into diversifying our leadership team makes me proud to be here.
Erika Porras Gutierrez
Platform Engineer
EDUCATION FOSTERS EMPATHY
A focus on learning cultivates compassion
Erika Porras Gutierrez’s work leading Xero’s ERG for Indigenous Americans has enhanced her employee experience in several ways. “It has clarified what inclusion really means, taught me new ways of interacting with people and made me more empathetic,” she said. Not only has she grown personally due to this role, but it’s also encouraged her to engage with other engineering teams in an effort to better understand her peers’ needs. She’s currently helping plan an event that will enable Indigenous people to share their unique stories with others in the company.
Erika Porras Gutierrez’s work leading Xero’s ERG for Indigenous Americans has enhanced her employee experience in several ways. “It has clarified what inclusion really means, taught me new ways of interacting with people and made me more empathetic,” she said. Not only has she grown personally due to this role, but it’s also encouraged her to engage with other engineering teams in an effort to better understand her peers’ needs. She’s currently helping plan an event that will enable Indigenous people to share their unique stories with others in the company.
Sharing our lives and our stories is how people connect and create community, and that is exactly what ERGs are all about.
Eean Tyson
Talent Specialist
BELONGING BUILDS PROGRESS
Inclusion defines connections and the talent search
Eean Tyson’s role as the co-chair of Black Xero enables him to champion inclusion and cultivate community across the company. “I want to ensure people feel a sense of belonging,” he said. Besides helping team members build meaningful connections with each other, he also spearheads talent-related initiatives that are informed by the organization’s DEI efforts. For instance, he recently took part in a scoping session in order to develop a road map for diverse hiring practices.
Eean Tyson’s role as the co-chair of Black Xero enables him to champion inclusion and cultivate community across the company. “I want to ensure people feel a sense of belonging,” he said. Besides helping team members build meaningful connections with each other, he also spearheads talent-related initiatives that are informed by the organization’s DEI efforts. For instance, he recently took part in a scoping session in order to develop a road map for diverse hiring practices.
I ask questions, validate others’ concerns and feelings, and ultimately aim to ensure everyone feels safe at Xero.

What are Xero Perks + Benefits

Xero Benefits Overview

Xero offers a variety of benefits aimed at helping our employees maintain their physical, financial and mental wellbeing, allowing them to bring their best selves to work each day

Culture
Volunteer in local community
Xero employees are given a day off each year to volunteer in their communities.
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Remote work program
Typically, we work from home as needed. During COVID, all employees are working remotely and have access to stipends to access the equipment they need to be successful.
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Highly diverse management team
42% of Xero's leadership team is female, while our Board of Directors maintains an equal gender balance. Xero was included in Bloomberg's 2020 Gender Equality Index report.
Mandated unconscious bias training
All Xero employees will complete online unconscious bias training during on-boarding
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
The talent and leadership teams at Xero are committed to building diverse talent pipelines that reflect the communities we serve.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Xero allows employees to set aside pre-tax dollars for medical and dependent care expenses. $2,650 annual limit for healthcare FSA
Disability insurance
Xero's long and short term disability plans provide income protection at 60% of annual base salary
Dental insurance
Cigna dental PPO plan
Vision insurance
VSP vision plan
Health insurance
Xero offers a variety of health plans including Cigna HSA, Cigna PPO, and Kaiser HMO for Colorado and California employees
Life insurance
Provided to Xero employees at no cost. Coverage for each employee of 2x annual base salary up to $500,000
Wellness programs
Xero will fund up to $300 annually in employee health reimbursement account to be used toward a health improvement activity including gym membership, mental, physical or financial health
Mental health benefits
Concern EAP benefits for all employees
Financial & Retirement
401(K)
401(K) matching
Xero will match 100% on the first 3% contributions plus 50% match on next 2% of contributions
Company equity
All Xero employees are granted Restricted Stock Units at a certain percentage of their base salary which vests over a 3 year period
Child Care & Parental Leave Benefits
Generous parental leave
26 weeks paid parental leave.
Vacation & Time Off Benefits
Generous PTO
Xero offers 21 days of paid time off, 10 wellness days, as well as 11 paid holidays per calendar year. We also participate in a company wide shut down between Christmas and New Years Day
Paid volunteer time
Xero encourages employees to give back to our communities by providing 8 hours of paid volunteer time per year
Paid holidays
11 paid holidays per calendar year
Paid sick days
Each employee is granted 10 wellness days per year in addition to our generous PTO
Office Perks
Commuter benefits
Set aside pre and/or post tax dollars for commute related transit, parking and bike expenses
Company-sponsored outings
Annual holiday party, as well as a summer celebration!
Free snacks and drinks
You find a variety of fruit, chips, nuts, snack bars, sodas and iced tea in the Xero kitchen
Some meals provided
Breakfast each Tuesday and lunch every Thursday from a variety of local vendors
Company-sponsored happy hours
Happy hour starts every Friday at 4!
Fitness stipend
Our monthly health reimbursement plan can be used towards your fitness membership or a variety of other health related wellness programs
Professional Development Benefits
Job training & conferences
Teams have budget set aside each year to support growth and up-skilling
Lunch and learns
Promote from within
Customized development tracks

Additional Perks + Benefits

Xero leadership consistently reviews benefits to ensure they are competitive and allow our people to bring their full selves to work each day.

View full list of perks + benefits
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