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Xero · 4 months ago

Director, Partner - US GTM

United States

Full-time

Remote

Director/Executive

Xero is dedicated to helping businesses thrive through automation and actionable insights. The Director of Partner GTM for the US will lead the strategic development of the partner channel lifecycle, focusing on market penetration and revenue growth while managing both new business acquisition and partner success teams.

AccountingBillingFinTechPersonal FinanceSaaSSoftware

Work & Life Balance

Responsibilities

Develop and own the comprehensive US go-to-market strategy for the partner channel, integrating both new business acquisition and existing partner success motions to maximize growth and market share

Provide strategic leadership across the entire US Partner GTM function, leading both the Account Executive (new business) and Partner Success (account management) teams, including the management of subordinate managers

Hold full accountability for the US partner channel's financial performance, including new business quota attainment, Annual Contract Value (ACV) creation, partner retention, and expansion revenue. You will lead accurate forecasting for the entire revenue funnel

Operate as a key member of the Americas leadership team, working closely with senior leaders in Marketing, Product, and Operations to develop and execute cohesive, cost-effective growth strategies

Drive a culture of high performance and accountability for all KPIs across the sales funnel. Interpret complex data to identify systemic opportunities and implement scalable solutions for both prospecting and partner development

Lead the hiring, coaching, and development of sales professionals and managers across your organization, building a robust and diverse talent pipeline to support Xero's continued growth

Qualification

GTM Strategy DevelopmentSales LeadershipFinancial AcumenSaaS Sales KnowledgeExecutive CommunicationCoaching SkillsTeam BuildingMarket KnowledgeNegotiation Skills

Required

Extensive GTM Leadership Experience: A significant track record of success leading high-performing sales and success organizations. Your experience must include leading both new business acquisition ('hunter') and account management/success ('farmer') teams

Proven 'Manager of Managers': You have demonstrable experience managing other people leaders and developing a strong leadership bench

Strategic & Financial Acumen: Proven ability to develop and execute complex go-to-market strategies, manage a full P&L or a large, multifaceted revenue book, and deliver accurate forecasting

Inspirational Leader: You are known for creating energized, high-performing, and unified team environments, with exceptional skills in coaching and developing both individual contributors and managers

Executive Presence: Outstanding communication, presentation, and negotiation skills, with the ability to influence and build relationships with senior executives and major partners

Preferred

Market Knowledge: Expert-level knowledge of SaaS sales models and the accounting or small business technology landscape in the United States is strongly preferred