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Partner Development Representative

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Our Purpose

At Xero, we're here to make running a business beautiful. By making small businesses 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 

Your role as a Partner Development Representative ("PDR") is responsible for recruiting and educating new partners in the accounting, bookkeeping and tax channels.
You will work closely with your Senior Account Manager to build pipelines, drive attendance to Xero partner events and online webinars, and schedule meetings and product demos.
The primary activities will be to gain an understanding of the partner's accounting/bookkeeping/tax practice and how Xero can assist them. All information is captured within Salesforce. You will actively promote the benefits of the Xero partner program and guide prospects to Xero events hosted by their future Senior Account Manager. Once you have successfully on-boarded a new partner, you will introduce them to their Account Manager.

Success looks like

  • Building a sales pipeline that's positioned for growth at Xero through active cold-calling
  • Effectively qualifying inbound leads from new partner applications, Xero events and webinars and successfully researching business online to assess validity
  • Driving attendance to Xero events in your community
  • 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 your community's Senior Account Manager and Partner Consultant

Key Responsibilities

  • Prospect and cold calling on prospective partners
  • Articulate the Xero value proposition in an industry context
  • Respond to all inquiries via phone and email from potential Xero partners (accounting, bookkeeping, & tax practices)
  • Qualify partner leads by following the Xero sales process
  • Record all activity in Salesforce
  • Work closely with the Senior Account Manager to build prospect lists and schedule partner meetings
  • Promote, recruit and onboard new partners into the partner program
  • Advise and promote Xero certification and on-boarding 1+ clients
  • Drive attendance to Xero led events and ensure rapid follow up
  • Ensure Xero product knowledge is up to date at all times
  • Foster and build genuine relationships of trust and loyalty between partners and Xero
  • Effectively cope with change and ambiguity

What you'll bring with you

Critical competencies

  • Excellent communication & presentation skills
  • Customer focused- Ability to build rapport quickly and a make lasting first impression with a customer-focused attitude and consultative selling approach
  • Drive for results- Comfortable cold-calling on prospective partners and building a pipeline that's positioned for growth
  • Understand our partners- Passion and desire to make a difference to the lives of accountants and their clients
  • Resilience & adaptability - Ability to successfully navigate a fast paced, high-growth environment

Experience

  • 1-2 year's experience making outbound calls (ie- sales, recruiting, logistics)
  • Experience generating leads and building prospect lists 
  • Proven experience working with SMBs
  • Excellent organizational and time management skills
  • The ability to clearly communicate with accounting partners
  • The ability to thrive in a highly collaborative, fast-paced & changing environment

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 fostering #beautiful relationships by articulating the how Xero makes lives easier.

Show your passion for the #human side of business 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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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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