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

Xero is proud to be growing a new and dynamic growth channel that will sell directly to large Franchise customers as well as accountants and bookkeepers that service the Franchise market. We are looking for a dynamic, driven and creative account manager that is excited by the opportunity to contribute to Xero’s growth in the US and do meaningful work in this new channel. 

This role will be a blend of traditional account management and business development functions. You will work closely with customers as a trusted advisor to deeply understand their unique company challenges and goals. The right candidate will enjoy working in a fast paced environment, building lasting relationships with customers, and working closely with internal and external stakeholders to deliver unique customer centric solutions.

Come be a part of building the future of Xero! 

Key characteristics of an ideal candidate: Experienced in business to business sales, ability to build relationships with small business owners as well as C-suite corporate executives, comfortable driving value through consultative sales methodology, ability to think critically and creatively to solve unique business challenges, high emotional intelligence, strong business acumen, effective communication skills, ability to learn new technology solutions quickly.

What you'll do

• Build relationships with Franchise brands and existing accounting partners across the US for the purpose of identifying, qualifying and closing opportunities to sell Xero’s portfolio of products/services.
• About 30% of your time will be focused on supporting territory based account management teams in their efforts to recruit, educate, and grow new Xero accounting partners with the Franchise value proposition. 
• About 60% of your time will focus on driving outbound sales activity, managing inbound sales calls and responding to prospective/existing franchise inquiries, while spending the remaining time with existing brands to foster organic growth. 
• You will be responsible for building relationships and generating value to a sales cycle that is 6-18 months long, involves multiple customer stakeholders and requires involvement of multiple cross-functional internal teams.
• It is anticipated that you will generate 4x pipeline of qualified opportunities and utilize sales enablement tools such as Salesforce and other automation tools to track and provide visibility to your efforts. 
• Enrich the Xero experience of our franchise brands and accounting partners through thought leadership and continuous education on how to grow their business and leverage Xero 
• Travel to brand events, prospects as well as partners within your territory

Success looks like

• Quickly developing strong pipeline of both direct and partner led opportunities
• Meeting weekly KPI measurements such as phone calls, meetings, and events. More than 80% of your communication with customers and partners will be via phone, email, and webinar
• Maintaining a high level of activity and excellent account hygiene in our CRM by hitting on key touch points 
• Manage existing franchise brand relationships under our recruit, educate, grow model
• Collaborate with our technical team to understand and develop end-to-end accounting workflow solutions for each franchise brand.

Critical competencies

• Understand the buyer: shows enthusiasm for the emerging cloud accounting market and its relevance to new franchise opportunities
• Building relationships: A natural tendency towards building mutually beneficial partnerships
• Drive for results: Results driven with strong initiative and ability to work independently
• Communication: Outstanding communication and presentation skills
• Resilience & adaptability: Capacity to learn, adapt and apply ideas in constantly morphing situations
• Customer focused: Ability to create quick, strong rapport with entrepreneurs, C-level executives, accountants and other stakeholders

Experience

• 5+ years of relationship management experience in a consultative selling environment
• Experience in closing sales role preferred
• Experience selling in a high growth, SaaS environment a plus
• A high level of awareness for the workings of franchise systems and accounting practices and systems a plus

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.

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 11 paid holidays per year

Xero offers an industry-leading 26 weeks of parental leave at 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

About 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 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. 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.