Xero
Overview
Our Purpose At Xero, we’re here to help you supercharge your business. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world. How you’ll make an impact As the Director of Enterprise for the US, you will serve as the strategic architect and commercial owner for the entire US Enterprise channel lifecycle. You will provide unified leadership, shaping a cohesive go-to-market strategy that drives market penetration, revenue growth, and long-term partner value. This pivotal role is accountable for building a world-class sales and success culture and ensuring the US Enterprise channel exceeds its ambitious growth and retention targets as a key contributor to the Americas leadership team. You will work cross-functionally to continuously improve processes and tools to execute the long term strategy of the Enterprise accounts team within a complex sales environment. You will be a master collaborator connecting with regional and global stakeholders across sales, marketing, operations, and product. What you’ll do
Strategic Leadership & Channel Ownership
Lead and scale the full US Enterprise team, including direct managers and individual contributors.
Develop and execute the US Enterprise channel strategy, focusing on
revenue expansion ,
partner retention , and
new customer acquisition .
Own commercial performance by driving quota attainment, ACV creation, upsell/cross-sell growth, and overall subscription revenue.
Serve as the executive sponsor for the top 10 US Enterprise accounts, ensuring strong stakeholder engagement and long-term success.
Sales Excellence & Operational Rigor
Establish and drive key sales motions, including prospecting, account planning, pipeline reviews, and forecast management.
Oversee full-funnel forecasting across new acquisition, upsell, cross-sell, and partner activation metrics, ensuring
accuracy and accountability .
Implement and enforce
CRM best practices
and scalable sales processes to ensure consistent performance tracking and execution.
Enterprise Customer Lifecycle Management
Build strategic plans for retention and expansion across existing enterprise partners, with targeted initiatives to reduce churn and increase product adoption.
Deliver structured
change management programs
and project oversight to support partner onboarding and usage of Xero’s platform.
Ensure enterprise partner success through cross-functional coordination and a clear,
customer-centric journey
across all touchpoints.
Talent & Culture Leadership
Hire, lead, and develop a diverse,
high-performing team
of sales professionals and frontline managers.
Provide ongoing
coaching , career development, and performance management, creating a culture of accountability and continuous growth.
Build and maintain a strong
talent pipeline
that supports future scale and succession planning.
Executive Collaboration & Market Leadership
Act as a
strategic partner
to Marketing, Product, Operations, and other cross-functional leaders to shape and execute go-to-market strategies.
Represent Xero at industry events and partner engagements to build brand visibility and deepen enterprise relationships.
Contribute to the strategic direction, people development, and inclusive culture of the broader US Sales team.
Success looks like
Successfully managing a
high-performing Enterprise team .
Achievement of all outlined sales and financial metrics (activations, subscriptions, revenue, run rate).
Achievement of team KPIs, such as input activities, calls, meetings, and pipeline coverage.
Strong team engagement and alignment (as measured through Qualtrics).
Improving and innovating sales team capabilities (measured through conversion rates, close rates, and skills assessments).
Materially improving historical run rate in both MRR and customer growth within the Partner Sales channel.
What you’ll bring with you
GTM Leadership & Sales Expertise
Proven success leading both new business and account management teams in
enterprise SaaS or B2B environments .
Strong commercial acumen with experience owning revenue targets, executing complex go-to-market strategies, and delivering accurate forecasts.
Deep understanding of
enterprise sales cycles , value drivers, and the US small business or accounting software market.
People Leadership & Culture
Experienced manager of managers with a track record of developing
high-performing, diverse teams .
Inspirational leader who drives
accountability , fosters a positive team culture, and supports career growth through hands-on coaching.
Willingness to lead from the front, engaging in sales calls, deal support, and team development.
Cross-Functional & Executive Influence
Skilled at navigating cross-functional collaboration across Legal, Product, Marketing, Enablement, and Operations.
Strong executive presence with the ability to influence senior stakeholders and represent the business with major partners.
Experience shaping broader sales strategy and contributing to leadership team direction.
Operational & Customer Excellence
Track record of building scalable sales processes that improve
customer retention , expansion, and adoption.
Strong executional rigor—data-driven, process-oriented, and focused on measurable outcomes.
Experienced in leading
change management
and customer onboarding at scale.
Communication & Values Alignment
Clear, compelling communicator with excellent
presentation and stakeholder engagement skills .
Embodies Xero’s values, leading with integrity, curiosity, empathy, and accountability
Why Xero? Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero. 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.
#J-18808-Ljbffr
Our Purpose At Xero, we’re here to help you supercharge your business. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world. How you’ll make an impact As the Director of Enterprise for the US, you will serve as the strategic architect and commercial owner for the entire US Enterprise channel lifecycle. You will provide unified leadership, shaping a cohesive go-to-market strategy that drives market penetration, revenue growth, and long-term partner value. This pivotal role is accountable for building a world-class sales and success culture and ensuring the US Enterprise channel exceeds its ambitious growth and retention targets as a key contributor to the Americas leadership team. You will work cross-functionally to continuously improve processes and tools to execute the long term strategy of the Enterprise accounts team within a complex sales environment. You will be a master collaborator connecting with regional and global stakeholders across sales, marketing, operations, and product. What you’ll do
Strategic Leadership & Channel Ownership
Lead and scale the full US Enterprise team, including direct managers and individual contributors.
Develop and execute the US Enterprise channel strategy, focusing on
revenue expansion ,
partner retention , and
new customer acquisition .
Own commercial performance by driving quota attainment, ACV creation, upsell/cross-sell growth, and overall subscription revenue.
Serve as the executive sponsor for the top 10 US Enterprise accounts, ensuring strong stakeholder engagement and long-term success.
Sales Excellence & Operational Rigor
Establish and drive key sales motions, including prospecting, account planning, pipeline reviews, and forecast management.
Oversee full-funnel forecasting across new acquisition, upsell, cross-sell, and partner activation metrics, ensuring
accuracy and accountability .
Implement and enforce
CRM best practices
and scalable sales processes to ensure consistent performance tracking and execution.
Enterprise Customer Lifecycle Management
Build strategic plans for retention and expansion across existing enterprise partners, with targeted initiatives to reduce churn and increase product adoption.
Deliver structured
change management programs
and project oversight to support partner onboarding and usage of Xero’s platform.
Ensure enterprise partner success through cross-functional coordination and a clear,
customer-centric journey
across all touchpoints.
Talent & Culture Leadership
Hire, lead, and develop a diverse,
high-performing team
of sales professionals and frontline managers.
Provide ongoing
coaching , career development, and performance management, creating a culture of accountability and continuous growth.
Build and maintain a strong
talent pipeline
that supports future scale and succession planning.
Executive Collaboration & Market Leadership
Act as a
strategic partner
to Marketing, Product, Operations, and other cross-functional leaders to shape and execute go-to-market strategies.
Represent Xero at industry events and partner engagements to build brand visibility and deepen enterprise relationships.
Contribute to the strategic direction, people development, and inclusive culture of the broader US Sales team.
Success looks like
Successfully managing a
high-performing Enterprise team .
Achievement of all outlined sales and financial metrics (activations, subscriptions, revenue, run rate).
Achievement of team KPIs, such as input activities, calls, meetings, and pipeline coverage.
Strong team engagement and alignment (as measured through Qualtrics).
Improving and innovating sales team capabilities (measured through conversion rates, close rates, and skills assessments).
Materially improving historical run rate in both MRR and customer growth within the Partner Sales channel.
What you’ll bring with you
GTM Leadership & Sales Expertise
Proven success leading both new business and account management teams in
enterprise SaaS or B2B environments .
Strong commercial acumen with experience owning revenue targets, executing complex go-to-market strategies, and delivering accurate forecasts.
Deep understanding of
enterprise sales cycles , value drivers, and the US small business or accounting software market.
People Leadership & Culture
Experienced manager of managers with a track record of developing
high-performing, diverse teams .
Inspirational leader who drives
accountability , fosters a positive team culture, and supports career growth through hands-on coaching.
Willingness to lead from the front, engaging in sales calls, deal support, and team development.
Cross-Functional & Executive Influence
Skilled at navigating cross-functional collaboration across Legal, Product, Marketing, Enablement, and Operations.
Strong executive presence with the ability to influence senior stakeholders and represent the business with major partners.
Experience shaping broader sales strategy and contributing to leadership team direction.
Operational & Customer Excellence
Track record of building scalable sales processes that improve
customer retention , expansion, and adoption.
Strong executional rigor—data-driven, process-oriented, and focused on measurable outcomes.
Experienced in leading
change management
and customer onboarding at scale.
Communication & Values Alignment
Clear, compelling communicator with excellent
presentation and stakeholder engagement skills .
Embodies Xero’s values, leading with integrity, curiosity, empathy, and accountability
Why Xero? Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero. 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.
#J-18808-Ljbffr