Senior Account Manager

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.

About the Team

The Partner Sales team is the driving force behind Xero’s growth. You will work closely with the territory manager, partner consulting, enterprise, and inside sales teams along with your regional community to build beautiful partner relationships. 

About the Role

This role is responsible for recruiting new accounting partners (firms) using Xero’s proven partner value proposition along with maintaining those relationships. Beginning with the proof of concept (pilot) through the creation and development of cloud strategy business plans, you will build effective partner relationships to grow and generate new revenue for both the accounting firm and Xero. You will ensure that each firm has the opportunity to grow through internal firm-wide education and peer-to-peer networking opportunities. This role will eventually require travel within the greater regional territory. The majority of your time will be spent in the field, meeting with prospective partners and helping them build their cloud strategy.

• Identifying and qualifying opportunities by prospecting and developing key relationships with accounting firms within your territory, with a focus on 3 plus partner firms and Enterprise accounts
• Recruit and grow new Xero accounting partners to grow our channel, leading to growth of our small business customer base
• Build strong relationships with our accounting partners through consultative selling techniques
• Work closely with our Partner Consultants to help our partners design a Cloud strategy for their firm
• Generate 3x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and events
• Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero 
• Utilize sales enablement tools such as Salesforce, Asana and other automation tools

• Meeting monthly targets on new clients signing up to Xero via your accounting partners
• Meeting weekly KPI measurements such as phone calls, meetings, and events
• Maintaining a high level of activity and excellent account hygiene in our CRM
• Successfully recruit accounting partners representative of all tiers of the industry
• Manage existing accounting partner relationships under our recruit, educate, grow model
• Collaborate with our technical team to present end-to-end accounting workflow solutions and deliver strategic business plans

• 4 years of relationship building sales experience in a consultative sales environment
• Experience selling in a high growth, SaaS environment 
• A high level of awareness for the workings of an accounting practice and systems a plus
• Strong business development experience and previous field account management experience
• Understand the buyer: shows enthusiasm for the emerging cloud accounting market and its new opportunities
• Building relationships: A natural tendency towards building mutually beneficial partnerships
• Drive for results: Results driven with strong initiative and ability to work independently and as a team
• 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 accountants and other stakeholders

Why Xero?

At Xero, we are empowered to bring our ‘whole self’ to work. Our collaborative and inclusive culture is one we’re immensely proud of. We know that a diverse workforce is a strength that enables businesses, including ours, to better understand and serve customers, attract top talent and innovate. We care about learning together and celebrate our teams’ continuous improvement and career development. 

Want to read more about inclusivity at Xero? Learn a little more about it here.

We offer a great remuneration package, including compelling benefits and perks, like Xero shares and great parental leave policies. We also support flexible working arrangements that allow you to balance your work, your life and your passions. Our Canadian Xero family includes Hubdoc and TaxCycle and we have offices in Toronto, Calgary, and Vancouver. From the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.

At Xero we embrace diversity and inclusion and value a #challenge mindset. Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience . If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.