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. 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. We are seeking an experienced Enterprise Account Executive to join our Enterprise Team. In this role, you will be focused exclusively on establishing and growing relationships with new enterprise account partners (firms). You will be responsible for building effective partnerships that deliver new revenue for both the accounting firm and Xero.
As a senior individual contributor, you will engage cross-functional teams and the Xero leadership team to accelerate the adoption of Xero within your assigned enterprise accounts. You will work closely with Xero's Product Implementation Specialist and Partner Success Managers to design tailored solutions and change management plans to help your partners realize their cloud vision. Where appropriate, you will engage Xero's field sales team to execute regionally on your account-based strategies.
This role will require you to travel nationwide to meet with prospective partners and attend conferences and other industry events.
Recruit and grow new enterprise partners, building account-based strategies to drive faster adoption of the Xero platform
Develop a structured account plans, outlining key activities, milestones, and objectives for engagement
Work closely with our Product Implementation Specialist to design tailored solutions for prospective enterprise partners, and with our Partner Success Managers to design a project plan and change management strategy
Generate 3x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, in-person/virtual meetings, marketing campaigns and events
Facilitate thorough account handovers to our Enterprise Growth Managers after signing a large partnership agreement
Utilize sales enablement tools such as Salesforce, Asana and other automation tools
Achievement of sales and revenue targets within your enterprise account portfolio
Achievement weekly KPI measurements such as phone calls, meetings and events
Maintaining a high level of activity and excellent account hygiene in our CRM
Cultivating strong relationships with key stakeholders within your enterprise account portfolio
Relationship building sales experience in a consultative sales environment
Extensive industry knowledge, contacts and networks
Strong business development experience and field account management experience
Enthusiasm for the emerging cloud accounting market and its new opportunities
A natural tendency towards building mutually beneficial partnerships
Access to a strong network of colleagues
Training programs and sales enablement tools
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 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. 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 have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.