The Role
The Director of Enterprise will lead the US Enterprise sales team, drive revenue growth, and manage enterprise customer relationships while ensuring sales excellence and strong team culture.
Summary Generated by Built In
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.
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The Company
What We Do
Xero is small business accounting software that provides a platform on which businesses can build a fully integrated solution. It’s designed to make life better for people in small business, their advisors, and communities around the world. Xero minimises tedious admin by automating routine tasks, delivers valuable insights when needed, and brings together business data, trusted advisors, and powerful apps in one intuitive platform. By alleviating pain points, Xero empowers small business owners to supercharge their business, simplifying the complex and freeing up time from manual admin so they can focus on what really matters to build the business they’ve always envisaged.
Why Work With Us
We believe that by simplifying the complex we're not only making life better for small business, we’re helping to create a stronger, more vibrant economy. When you join this team, you’re impacting local communities, on a global scale. Being a Fast Co. Best Workplace for Innovators is a direct reflection of our creative, curious culture.
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About our Teams
Xero Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Join us from home or at one of our beautiful workspaces. Xero has offices in Australia, New Zealand, United Kingdom, United States, Canada, Singapore, and South Africa.
Typical time on-site:
Flexible
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Singapore
Auckland, NZ
Brisbane
Calgary
Denver, CO
Melbourne (HQ)
London, GB
Napier, NZ
New York, NY
San Mateo, CA
Sydney, NSW
Toronto, Ontario
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