Enterprise Account Director, Xero
Cloud-based accounting software
Be an early applicant
Cloud-based accounting software
1001+ employees
Be an early applicant
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- 8+ years experience in a hunting sales role with at least 2+ years experience dealing with Enterprise accounts
- Accounting experience from within large Accounting firms, deep understanding of workflows and consulting within those firms is a plus
- Extensive industry knowledge, contacts and networks
- A track record in influencing and drive sales within partner and vertical channels
- Strong market knowledge in current Practice and SME software competitor platforms
- Strong account management skills
- Loads of initiative and ability to work autonomously
- Outstanding communication and presentation skills
- An enthusiasm for building strong relationships
- Ability to create a quick and strong rapport with partners
- Attention to detail and follow-up
- A process driven results-focused approach
- Passion and desire to make a difference
What the job involves
- This is a senior individual contributor role responsible for directly establishing and growing relationships with Enterprise Accounting and Bookkeeping Channel Accounts in the United States
- Generating new relationships with enterprise accounting and bookkeeping partners through outbound prospecting activity
- Assisting, driving and influencing the creation and development of business plans for these firms to develop their online strategy
- Ensuring that commitments in the pre-sales process are managed and delivered by leveraging internal relationships
- Accessing TAM within the firms to convert to Xero
- Partnering with Senior Account Managers assigned to the local offices to grow Xero penetration within Enterprise Accounts during pre-sales
- This position will require significant travel to partner meetings and events
- Develop and maintain relationships with Accounting Partners to ensure long-term success
- Act as the liaison between Accounting Partners and internal teams ensuring clients’ requirements are met
- Collaborate with Sales,Marketing & Product teams to set and suggest product evolutions
- Ensure a formal enterprise account engagement plan is developed
- Delivering Xero introductory events to prospective enterprise accounts
- Manage enterprise inbound sales calls and tickets from prospect enterprise accounts and support Senior Account Managers to be able to promptly manage regional inbound sales calls and tickets
- Ensure Partners and staff attend introductory webinars, events & certification training
- Educate enterprise accounts on all partner resources available
- Monitor specifically assigned enterprise accounts progress through the sales cycle, while working collaboratively with the rest of the sales organization
- Updating CRM system with all client communications including calls, emails and meetings
- Maintaining and updating CRM system of all practice staff and contact details
- Respond in a timely manner to all enterprise account enquiries both internally and externally
- Driving attendance for Xero Sales led events and Partner Forums
- Success looks like
- Meeting monthly revenue and subscription targets enterprise accounts directly managed
- National Weekly measurements- As per above monthly KPI’s – reported weekly
- Development of Marketing and Strategic account plans
Our take
For a long time, high-quality financial services have been reserved for large-scale businesses. Xero solves this problem by giving small businesses, accountants, and bookkeepers access to best-in-class finance and accounting solutions.
Xero is one of the largest companies of its kind, with its promise to save time and effort for small business owners - who often don’t have in-house accounting teams - capturing interest and allowing the company to scale. It has a strong rival in Intuit QuickBooks, which offers similar services, but competes by being most effective for growing startups, and having an incredibly simple user experience.
A series of acquisitions and partnerships, including the purchase of Instafile in 2018, have consolidated Xero’s market share. The company continues to add new integrations, such as with Vehocheck Workshop Manager, and the 2023 launched Beautiful Business Fund that will help small businesses accelerate growth.
Steph
Company Specialist
Insights
Some candidates hear
back within 2 weeks
3% employee growth in 12 months
Company
Company benefits
- Top-spec MacBook or HP Z-book
- Employee Share Plan (own a part of Xero!)
- 23 days holiday plus Bank Holidays (plus an extra 3 days over the Christmas period!)
- 10 days Wellbeing Leave (for sickness, emergencies and taking a mental health break)
- Company Pension Scheme (matched contributions up to 4.5%)
- A range of wellbeing initiatives
- Remote and Flexible Working
Company values
- Human - Xeros are authentic, inclusive and really care. We’re kind and assume the best intent. We’re inclusive, approachable and show empathy. We’re willing to be vulnerable, sharing our fears, failures and learnings.
- Ownership - Xeros deliver on commitments. We do what we say we’ll do. We own our mistakes and take positive action. We move fast to get the right things done.
- Challenge - Xeros are curious. We think and dream big. We welcome challenging conversations and do it with respect. We lead and embrace change, seeking new and better ways.
- Beautiful - Xeros create experiences people love, and that inspire and delight. We do high-quality work and go the extra mile.
- Team - Xeros are great team players. We champion Xero’s purpose and priorities. We work together to do what’s best for Xero and our customers. We appreciate and celebrate each other and our successes.
Company HQ
Te Aro, Wellington, Wellington
Articles
Leadership
Rod Drury
(Founder)Previously Consultant at EY, Founder of Glazier System. Was CEO of AfterMail and Director at TradeMe. Also founded Pacific Fibre and was Director at NZX.
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