Xero
Denver, CO
Remote

Head of Small Business Sales & Onboarding

Sorry, this job was removed at 5:14 a.m. (MST) on Friday, September 17, 2021
Find out who’s hiring remotely
See all Remote jobs
Apply
By clicking Apply Now you agree to share your profile information with the hiring company.

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... 


You’ll be responsible for accelerating growth for Xero by ensuring every prospective small business customer successfully achieves the best trial and onboarding experience possible with Xero through a digital-first, data driven, proactive sales and onboarding model focused on trial conversion, platform attach & utilisation, and 90-day activation and retention. 


This role requires the ability to move systematically at a fast pace on a global scale, to obsessively focus on customer experience and work within a global team of cross-functional leads to drive commercial outcomes for Xero.


You will oversee the global operations of our small business sales teams across all regions. In this global capacity you will work with regional sales directors and global sales operations to ensure we have the right level of resource, operational effectiveness and sales enablement to execute effectively, and provide global leadership to the regional SBS team managers. 


You will also lead global operations for our small business onboarding, ensuring our newly paying customers receive the optimum level of support and education to enable them to grow in confidence using Xero, increase their awareness of the full value of the Xero platform and adoption of its key features to drive lifetime value. 


To be successful you will work closely with the product, digital marketing and education teams to oversee conversion and onboarding execution; as well as participate in cross functional improvement and innovation initiatives across the end-to-end direct channel customer journey. 


You’ll have a passion for making our small business customers’ lives easy when it comes to starting to use Xero. You’ll understand the entire 360° customer experience, sales and lifecycle journey, and identify opportunities to improve it. These insights will drive and enhance investment and decision making, and enable the sustained delivery of beautiful experiences in the moments that matter, creating value for the Xero community. 

What you'll do...

  • Bring experience and energy to work cross regionally to combine data, technology and behavioural insights and build on what we have today to identify innovative ideas to drive improved conversion and lifetime value outcomes for Customers and Xero.
  • Create, monitor, and share performance metrics and overall trial to conversion and retention KPI’s with the global and regional leadership team and wider business, including identifying potential threats and opportunities - ensuring we are set up for success, achieving our goals and are taking into account any regional needs and market nuances. 
  • Support specific strategic plans and provide operational insights with the goal of exceeding growth plans. This includes monitoring and meeting monthly, quarterly and annual contracted revenue, trial conversion, 90-day retention and platform attach targets.
  • Have a deep understanding of the sales and onboarding process and co-design processes and systems that can further support this model - driving efficiencies, revenue gains and continual business improvement. 
  • Work with the Revenue Operations and regional Sales Leadership teams to determine required capacity and pipeline focus in each region.
  • Work closely with OD, PX, and Small Business Sales & Onboarding team leads to design and deliver training and coaching to create top performing Small Business Specialists and Team Leaders. As part of this you will create a performance framework for SBS team leaders to leverage and ensure the right performance and coaching conversations are taking place.
  • Motivate, lead and develop a strong, high performing small business sales team to meet targets and do the best work of their lives.
  • Collaborate with product, marketing, customer success/education and other cross-functional teams to design, implement and orchestrate a seamless, frictionless, digital-first experience along end-to-end customer journey.

What you’ll bring... 


The successful candidate will bring 5+ years of senior inside sales team or digital eCommerce leadership experience ideally obtained in a fast growing SaaS organisation. You will have proven experience leading inside and digital sales conversion and onboarding teams and digital/eCommerce sales funnel management. With experience working in a global organisation, with dispersed teams across countries and timezones, you will have exceptional influencing skills and the ability to build effective relationships across the business. Critical to your success will be your strong systems, process and enablement expertise brought to bear in your sales operations experience. 


This role presents an outstanding opportunity for someone to impact Xero achieving its ambitious growth targets by successfully executing on a global small business sales strategy.


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.

See More
Apply Now
By clicking Apply Now you agree to share your profile information with the hiring company.

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.

More Jobs at Xero

Apply Now
By clicking Apply Now you agree to share your profile information with the hiring company.
Learn more about XeroFind similar jobs like this