Xero is hiring a
Enterprise Account Director

Summary

The job is a senior individual contributor role at Xero focused on developing and maintaining relationships with Enterprise Accounting and Bookkeeping partners in the US. The role requires 8+ years of experience in a hunting sales role, with at least 2+ years dealing with Enterprise accounts, accounting experience from large Accounting firms, extensive industry knowledge, strong account management skills, and outstanding communication skills.

Requirements

• 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

Responsibilities

• 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
• 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

Preferred Qualifications

Passion and desire to make a difference

Benefits

• 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