Xero
Denver, CO

Partner Development Representative

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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 as an Outbound Partner Development Representative (“PDR”) is responsible for recruiting and educating new partners in the accounting, bookkeeping and tax channels.

You will work closely with territory sales reps 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. 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.

What you'll do

  • Build a sales pipeline through active research and qualifying activities
  • Work closely with the Senior Account Managers, to build prospect lists and schedule partner meetings 
  • Maintain top of funnel rolling lead target as outlined by PDR leads
  • 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 
  • On-board new partners before hand off to an Account Manager
  • Promote, recruit and onboard new partners into the partner program
  • 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

  • Achieving or exceeding monthly KPIs for calls, emails, leads, qualified prospects and registrations for Xero led events & webinars
  • Building a sales pipeline that’s positioned for growth at Xero through active cold-calling 
  • 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

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

Experience

  • 1-2 years experience making outbound calls (ie- sales, recruiting)
  • 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

Xero is an equal opportunity employer and we welcome people of diverse backgrounds, perspectives, and skills.

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.

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.

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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.

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