Director, Partner - US GTM - Xero

Job Title: Director, Partner - US GTM
Job Location: Remote, US
Job Listing URL: https://jobs.lever.co/xero/e49e8ab4-5037-4c99-8db3-0246f74b6afe
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 Partner GTM for the US, you will serve as the strategic architect and commercial owner for the entire US partner channel lifecycle. You will provide unified leadership across both our New Business acquisition and Partner Success organizations, 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, developing a pipeline of future leaders, and ensuring the US partner channel exceeds its ambitious growth and retention targets as a key contributor to the Americas leadership team.
What You’ll Do
Unified GTM Strategy: 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.
Leadership at Scale: 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.
Full Commercial Ownership: 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.
Executive Collaboration: 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.
Performance & Operational Excellence: 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.
Talent 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.
Success Looks Like
Consistent overachievement of national targets for both new business acquisition and partner retention/growth.
The successful execution of a unified strategic GTM plan that results in significant market share growth in the US partner channel.
Building and maintaining a healthy pipeline for new business while concurrently increasing the health, satisfaction, and adoption within the existing partner base.
High engagement and retention of top talent across the GTM organization, with a clear succession plan for key leadership roles.
What You’ll Bring With You
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.
Market Knowledge: Expert-level knowledge of SaaS sales models and the accounting or small business technology landscape in the United States is strongly preferred.

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