The role & impact
The Manager, Partner Sales plays a vital part in driving growth by leading, coaching, and motivating a team of Account Executives and Senior Account Executives. You will guide your team to achieve their sales targets while helping accounting and bookkeeping partners successfully navigate their digital adoption journey, ensuring they add genuine value and consultative support to their small business clients.
Your focus will be on keeping the team engaged and focused on delivering outstanding experiences. By aligning with internal sales enablement programs, you will continually develop team skills and challenge them to think intuitively to overcome roadblocks, while keeping the broader business informed of market trends, competitor activity, and feedback.
The team & how they connect
You will lead an energetic sales team within the exciting partner channel, collaborating closely with internal support networks to ensure overall success. The team focuses on building strong relationships with accountants and bookkeepers, empowering them to thrive. Together, everyone works in a coordinated, transparent environment to deliver high-quality outcomes and create experiences that customers love.
Initially, the role will focus on
Leading and coaching the team to hit subscription and revenue growth targets while tracking lead metrics like meetings and pipeline generation.
Guiding Senior Account Executives through personal development plans and account planning sessions to maintain high activity targets.
Gathering market intelligence, buyer trends, and partner feedback to report back to the wider business.
Leveraging AI tools to optimize everyday workflow and improve operational efficiency across the team.
Where and how you can work
This is a hybrid role; 3 days of the week in our Cape Town office. There will also be monthly cadence travel to Johannesburg, and the occasional travels for Xero events.
Here are some of the things we're looking for, for this role
You bring proven leadership capability with a track record of managing and inspiring sales teams to achieve their goals.
An understanding of the accounting and bookkeeping industry helps you connect authentically with partners.
Having strong communication and interpersonal skills allows you to build trust and navigate complex business conversations.
You possess experience in full-cycle people management, including performance development, coaching, and supporting career progression.
Competency with CRM platforms and modern sales tools enables you to track performance and guide team strategy effectively.
A natural analytical mindset assists you in solving problems and managing territory roadblocks smoothly.
Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.
Skills Required
- Proven leadership capability managing and inspiring sales teams to achieve goals.
- Understanding of the accounting and bookkeeping industry.
- Strong communication and interpersonal skills for complex business conversations.
- Experience in full-cycle people management including performance development and coaching.
- Competency with CRM platforms and modern sales tools.
- Analytical mindset to solve problems and manage territory roadblocks.
- Experience leveraging AI tools to optimize workflow and operational efficiency.
- Ability to work hybrid (3 days/week in Cape Town office) and travel monthly to Johannesburg plus occasional event travel.
Xero Compensation & Benefits Highlights
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Leave & Time Off Breadth — Paid time off in the U.S. is extensive, including 21 days of annual leave, 10 days of wellbeing leave, five Xtra days, three year‑end company holidays, and one paid volunteer day. These layered leave types emphasize work–life balance beyond standard vacation alone.
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Parental & Family Support — Primary caregivers are offered 26 weeks at 100% pay and partners receive six weeks, with employer‑verified applicability for U.S. staff. Family‑forming support via Carrot complements these policies.
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Healthcare Strength — Coverage includes medical through Cigna/Kaiser, dental, vision, FSAs, and mental‑health support via Modern Health. The package reflects broad health support alongside time‑off and family programs.
Xero Insights
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
Xero is a human-centric organization where you’ll have a tangible impact on the success of small businesses and their communities, globally. Our team of energised, forward-thinkers work to make life better for our customers and each other every day. We’re also always committed to supporting you with a flexible environment.
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Xero 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.
