The Account Executive will grow relationships with accounting partners, drive sales strategies, and manage a pipeline to meet targets while using Salesforce for tracking.
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
You will be responsible for growing and developing Xero's commercial relationship with the accountants and bookkeepers in a defined territory or market. By working with the partners in your territory to create and execute on a strategy to digitise their practice you will drive positive outcomes for our partners, while also contributing revenue and subscription growth for our business.
What you’ll do
- Manage the sales relationships with small and mid-tier accounting and bookkeeping partners.
- Effective territory management and planning through segmentation and prioritisation of all new Accounting and Bookkeeping Partners within your territory.
- Proactively creating a strategic plan to drive a strong pipeline to meet monthly and quarterly goals.
- Generating a pipeline of qualified opportunities through effective strategic planning, and achieving your target through proactive outbound call activity, emails, field visits and marketing campaigns.
- In partnership with new business teams, land new Xero accounting and bookkeeping partners to grow the channel, leading to growth of our small business customer base.
- Build strong relationships with our accounting and bookkeeping partners through consultative selling techniques and a collaborative sales approach.
- Cultivate partner relationships by attending events, running and presenting workshops, and engaging with partners.
- Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars.
- Keep all information, relating to inbound and outbound calls, pipeline activity and movement up-to-date at all times in Salesforce.
- Some travel will be required for this role.
Success looks like
- Meeting monthly targets as well as maintaining a high level of activity, hitting on key touch points to maintain excellent account hygiene in our CRM.
- Weekly KPI measurements, such as meetings, calls, emails, events and online engagements.
- Successfully converted accounting and bookkeeping partners to Xero's solutions.
- Able to articulate the value of Xero in a variety of contexts based on the partner's needs.
- Collaborate with our technical team to present end-to-end accounting workflow solutions.
- Bring your community to life by facilitating peer-to-peer networking and partner recruit events (virtual and in person).
- Effective use of processes and tools, also referencing Xero's sales methodology to guide your process.
What you’ll bring with you
- 0-2 years of demonstrable experience in a fast paced technology or SaaS company preferred.
- Proven sales performance and impact.
- Prospecting sales experience is required.
- Basic understanding of the workings of an accounting practice and related systems.
- Strong market knowledge in current Practice and SME software competitor platforms is a plus.
- Foundational knowledge of the workings of an accounting practice and systems.
- Enthusiasm for building new relationships with Accounting firms.
- Ability to create a quick and strong rapport with partners.
- Excellent communication and presentation skills.
- Proactive in identifying and generating new opportunities.
- Strong product knowledge and demonstration skills, connecting value to partners needs.
- Collaborative with internal and external stakeholders, working as a team.
- Process driven and takes ownership.
- Demonstrated initiative and ability to work autonomously.
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, and that includes our candidates. Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience, but you could be just the right person for this role. If you are excited about working at Xero, but your past experience doesn't align perfectly, we encourage you to apply anyway.
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, health insurance and dental reimbursement with vision allowances, a healthcare spending account, fertility and family forming financial support, wellbeing and sports programmes, employee resource groups, 26 weeks of parental leave for primary caregivers, an Employee Share Plan, beautiful offices with shared meals, flexible working, career development, and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.
Top Skills
Salesforce
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