Director, Enterprise - Xero

Job Title: Director, Enterprise
Job Location: Remote, US
Job Listing URL: https://jobs.lever.co/xero/39496091-7dcb-4427-9e12-86027cd2ffd1
Job Description: 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

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