Account Manager

| Greater Denver Area

Account Manager

Our purpose

Small business makes the world go round – it's the heart of the global economy. At Xero we want millions of small businesses to thrive through beautiful software, advice, and connections. We aim to make being a small business more efficient and profitable, and more enjoyable too.

Of course, this position description is just a guide - you'll be expected to be flexible and perform any other duties as reasonably required of you by your Manager and this position description is likely to evolve and develop over time.

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. The is a largely phone based position. Beginning with the creation and development of online cloud strategy business plans, you will build effective partner relationships to grow and generate new revenue for both the accounting firm and Xero. 
In addition to recruiting new accounting firms to our partner program, you will also actively manage existing relationships with accounting partners in your territory. You will ensure that each firm has the opportunity to grow through internal firm-wide education and peer-to-peer networking opportunities facilitated by you or someone on your team in the local community. Some travel will be required.

Key characteristics of an ideal candidate: 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
  • Recruit, educate, and grow new Xero accounting partners to grow our channel, leading to growth of our small business customer base
  • Apply your selling and relationship management skills to drive high-complexity consensus sale
  • Manage all inbound sales calls and respond to prospective/current partner enquiries, 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
  • Generate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and hosting events
  • Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero
  • Utilize sales enablement tools such as Salesforce, Marketo, and other automation tools

Success looks like

  • Meeting monthly targets on new clients signing up to Xero via your accounting partners as well as maintaining a high level of activity hitting on key touch points to maintain excellent account hygiene in our CRM.
  • Weekly KPI measurements. Such as phone calls, meetings, and events. More than 90% of your communication with customers and partners will be via phone, email, and webinar.
  • 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

What you'll bring with you
Critical competencies

  • Enthusiasm for the emerging cloud accounting market and its new opportunities
  • A natural tendency towards building mutually beneficial partnerships
  • Results driven with strong initiative and ability to work independently
  • Outstanding communication and presentation skills
  • Capacity to learn, adapt and apply ideas in constantly morphing situations
  • Ability to create quick, strong rapport with accountants and other stakeholders

Experience

  • 2+ years of relationship management experience in a consultative selling environment
  • Bachelor's degree or equivalent
  • Strong market knowledge of current accounting practice and SMB software competitor platforms
  • A high level of awareness for the workings of an accounting practice and systems
  • Bookkeeping/accounting experience a plus
  • A background in telesales, recruitment or public practice accounting will be well regarded
  • Willingness to travel to partners and territories up to 10% of time

It's time to introduce yourself

Now that we've caught your attention, it's time to catch ours. Please send us your resume and a link to your portfolio if you:

Love doing #beautiful work and are driven to succeed.

Show your passion for the #human side of business accounting through cultivating a deep understanding of the needs and aspirations of the people you serve.

Seek the #challenge of complex problems, crazy-smart collaborators and a fast-paced work environment.

#Champion sales thinking by bringing a unique point of view while inspiring impeccable quality from others.

Take #ownership by driving meaningful change and delivering results with passion and purpose.

Xero is an Equal Opportunity Employer.

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Technology we use

  • Engineering
  • Sales & Marketing
    • .NETLanguages
    • C#Languages
    • JavaLanguages
    • JavascriptLanguages
    • KotlinLanguages
    • PythonLanguages
    • SqlLanguages
    • ASP.NETFrameworks
    • SalesforceCRM

Location

Just a quick walk from Union Station, our US HQ is located in the heart of Denver's LoHi neighborhood surrounded by local shops and restaurants.

An Insider's view of Xero

How would you describe the company’s work-life balance?

Getting things done for our customers is always top of mind, but Xero understands that starts from taking great care of ourselves as well. Having the ability to work from home when needed, wellness days, and events like office walks and 10 minute massages show that life (and living it!) helps us contribute and innovate better at work.

Carissa

Product Owner

What projects are you most excited about?

Right now, I'm most excited to work on our Denver Roadshow. I've worked with our Colorado Account Manager to connect with Colorado's leading accounting and bookkeeping firms and drive attendance to this event right here in Denver. Our goal is to build up our network and educate the community on all Xero has to offer!

Sophia

Partner Development Representative

What makes someone successful on your team?

If you’re hungry to learn more, have a brilliant idea, or are passionate about a particular project, just dive in head first. Xero values people who are do-ers, who want to roll up their sleeves and #champion an initiative through from beginning to end.

Becky

Integration- GTM Lead

What is your vision for the company?

Xero is on a mission to support our communities by helping small businesses succeed. To do that well - we hire passionate people who engage directly with our customers every day. Leveraging innovative technology to simplify accounting isn't enough – we want to build beautiful experiences that solve the most pressing needs of our customers.

Keri

Chief Platform Business Officer

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

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 Benefits
Cigna dental PPO plan
Vision Benefits
VSP vision plan
Health Insurance Benefits
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
Retirement & Stock Options Benefits
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
Eight weeks paid leave for primary caregiver. Two weeks of paid leave for secondary caregiver
Vacation & Time Off Benefits
Generous PTO
Xero offers 21 days of paid time off, 5 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 5 wellness days per year in addition to our generous PTO
Perks & Discounts
Casual Dress
You'll typically catch our employees rocking jeans and a Xero t-shirt!
Commuter Benefits
Set aside pre and/or post tax dollars for commute related transit, parking and bike expenses
Company Outings
Annual holiday party, as well as a summer celebration!
Game Room
Video games and ping pong table in lounge
Stocked Kitchen
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
Happy Hours
Happy hour starts every Friday at 4!
Fitness Subsidies
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
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