Denver, CO

Business Development Representative (BDR/PDR) at Xero

| Greater Denver Area
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Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive.
At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.
How you'll make an impact
Your role in business development as a Partner Development Representative ("PDR") will be responsible for both inbound and outbound prospecting activities to recruit and educate prospective new partners in the accounting, bookkeeping and tax channels.
You will work closely with community-focused sales team to build pipelines, drive attendance to Xero partner events and online webinars, and schedule meetings and product demos. You will also manage in-system leads as well as engaging inbound leads from new partner applications, marketing campaigns and Xero hosted events and webinars.
The primary activities will be to gain an understanding of the partner's accounting/bookkeeping/tax practice and how Xero can assist them. You will actively promote the benefits of the Xero partner program and guide prospects to Xero events. Once you have successfully on-boarded a new partner, you will introduce them to their Account Manager.
What you'll do
    • Build a sales pipeline through active research and qualifying activities with inbound and outbound leads
    • Work closely with the partner sales team, to build prospect lists and schedule partner meetings
    • Maintain top of funnel rolling lead target
    • Expect to make a minimum of of 60% outbound calls
    • Prospect and cold calling on prospective partners, following Xero's high-touch point cadence
    • Drive attendance to Xero led events and webinars and ensure rapid follow up
    • Articulate the Xero value proposition and Partner Program in an industry context and encourage accounting & bookkeeping partners to take the next step in the Xero journey
    • Schedule qualified meetings & demos for in region sales teams
    • Advise and promote Xero certification
    • Ensure Xero product knowledge is up to date at all times
    • Utilize sales tech stack including Salesforce, LinkedIn Navigator & Calendly
    • Effectively cope with change and ambiguity

Success looks like
    • Building a sales pipeline that's positioned for growth at Xero through active cold-calling
    • Achieving or exceeding weekly and monthly KPIs for calls, emails, leads, qualified prospects and registrations for Xero led events & webinars
    • Properly educating partners on Xero's platform and product suite via phone, encouraging them to take next steps and begin their Xero journey
    • Scheduling meetings for in region sales teams
    • Effectively manage pipeline of in-system leads
    • Consistently meet 24 business hour SLA for outreach on all New Partner Applications and Trialists
    • Effectively qualify inbound leads from new partner applications and trialists and successfully researching businesses to assess validity before scheduling a meeting or demo
    • Properly educate partners on Xero's platform and product suite via phone, encouraging them to take next steps and begin their Xero journey
    • Increase conversion rate of new partner applications to new active partners

What you'll bring with you - Critical Competencies
    • Resilience & adaptability - Ability to successfully navigate a fast paced, high-growth environment, excelling in the face of ambiguity and frequent change. Effective with limited information or direction, comfortable with risk or uncertainty
    • Drive for results -Bias for action, high motivation, thrives under pressure, maximizes opportunities, makes bold decision at the right time
    • Customer focused - Serves as strategic partner to build, grow, and maintain symbiotic and long- lasting relationships with customers, anticipating needs and providing services that exceed expectations. Uses customer insights to drive and guide the development of new offerings
    • Understand the buyer - Demonstrates understanding of buyer behavior; takes collaborative approach to solving problems and providing value in every interaction through the buying process
    • Collaboration & teamwork - Focus on "we" over "me." Team-oriented, seeking to be part of a group whose impact is greater than the sum of its parts

What you'll bring with you - Experience
    • 1+ years experience in a customer facing role
    • Experience generating leads and building prospect lists
    • Proven experience working with SMBs
    • Desire to grow a career in sales
    • Excellent organizational and time management skills
    • The ability to thrive in a highly collaborative, fast-paced & changing environment
    • Salesforce knowledge and experience preferred

What we value
    • Challenge: Xeros dream big, lead and embrace change
    • Beautiful: Xeros create experiences that people love
    • Team: Xeros are great team players
    • Ownership: Xeros deliver on our commitments
    • Human: Xeros are authentic, inclusive and really care

Xero is an equal opportunity employer. Xero celebrates diversity. We are committed to creating an inclusive environment where our employees can do the best work of their lives. We are committed to transparency and to equal pay for equal work. Total compensation for this role includes a base salary of $45,000 - $65,000, commission potential, commensurate with experience, plus an annual grant of Xero shares, calculated as a percentage of base salary. In addition to base salary and long-term incentive, this position also has variable compensation/commission.
Xero offers access to low-cost, high-quality health care options through Cigna and Kaiser (in CA & CO only)
Xero will match 100% on the first 3% of 401k contributions plus 50% match on next 2% of contributions
Employees enjoy 21 days of paid time off per year
Employees have 10 days of wellbeing leave to care for their minds, bodies, and families
US employees enjoy 12 paid holidays per year
Xero offers an industry-leading 26 weeks of parental leave up to 100% pay
Xero offers a number of employee wellness programs, to include yoga, mindfulness and nutrition workshops, EAP, free flu shots, team meals, and a monthly wellbeing allowance
Why 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, flexible working, innovation, and well-being are not just inspired but celebrated. We value our people and offer a wide range of compelling benefits and perks, including Xero shares and great parental leave policies.
Xero's collaborative culture is underscored by our values - #Ownership, #Challenge, #Beautiful, #Human and #Team - which empower us to understand and serve customers, attract top talent and continuously innovate. From the moment you step through our doors, you'll feel welcome and supported to do the best work of your life.
Please note that we currently require all employees and contractors to be vaccinated against COVID-19 in order to work from a Xero office, or engage in any face-to-face Xero business. Xero will work with anyone who is not vaccinated, or prefers not to disclose their vaccination status, to determine if any reasonable accommodations can be provided to ensure their role can be performed safely whilst the restriction is in place..
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Where we are

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.

Technology we use

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

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

Volunteer in local community
Xero employees are given a day off each year to volunteer in their communities.
Friends outside of work
Eat lunch together
Intracompany committees
We have employee run groups that focus on initiatives like wellness, culture and diversity & inclusion.
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Documented equal pay policy
Dedicated Diversity/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.
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 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
Mental Health Benefits
Concern EAP benefits for all employees
Retirement & Stock Options Benefits
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.
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.
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
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
Teams have budget set aside each year to support growth and up-skilling
Lunch and learns
Cross functional training encouraged
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.

An Insider's view of Xero

What’s the vibe like in the office?

You will always find someone to grab coffee or take a quick walk with. We really value being #human in the office and it’s one of the most important things that everyone in Xero does. This means empathizing, helping, listening, and being there for one another. It's what makes me love not only Xero, but the individual people within Xero too.


Workplace Experience Coordinator

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!


Senior Account Manager

What makes someone successful on your team?

We look for people that are driven by purpose, who understand their role in the larger organization and make great things happen. Dependability is one of the highest traits of successful people within the Customer Experience organization. Trusting that your teammates can & will get things done is the first step to developing effective collaboration


Director, Customer Experience- Americas

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