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Enterprise Account Director

Remote:

Full Remote

Contract:

Full time

Experience:

Senior (5-10 years)

Work from:

United States

Offer summary

Qualifications:

8+ years experience in a hunting sales role, 2+ years working with Enterprise accounts, Accounting experience within large Accounting firms is a plus, Extensive industry knowledge and contacts, Strong account management skills.

Key responsabilities:

Generate relationships with enterprise partners through prospecting
Develop business plans and online strategies for firms
Liaise between Accounting Partners and internal teams
Educate enterprise accounts on partner resources available
Monitor progress of assigned accounts through the sales cycle

Planday https://www.planday.com/

201 - 500 Employees

See more Planday offers

Job description

Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive.

At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.

This is a senior individual contributor role responsible for directly establishing and growing relationships with Enterprise Accounting and Bookkeeping Channel Accounts in the United States

How you’ll make an impact

Generating new relationships with enterprise accounting and bookkeeping partners through outbound prospecting activity

Assisting, driving and influencing the creation and development of business plans for these firms to develop their online strategy

Ensuring that commitments in the pre-sales process are managed and delivered by leveraging internal relationships

Accessing TAM within the firms to convert to Xero

Partnering with Senior Account Managers assigned to the local offices to grow Xero penetration within Enterprise Accounts during pre-sales

This position will require significant travel to partner meetings and events.

What you’ll do

Develop and maintain relationships with Accounting Partners to ensure long-term success

Act as the liaison between Accounting Partners and internal teams ensuring clients’ requirements are met

Collaborate with Sales,Marketing & Product teams to set and suggest product evolutions

Ensure a formal enterprise account engagement plan is developed

Delivering Xero introductory events to prospective enterprise accounts

Manage enterprise inbound sales calls and tickets from prospect enterprise accounts and support Senior Account Managers to be able to promptly manage regional inbound sales calls and tickets

Ensure Partners and staff attend introductory webinars, events & certification training

Educate enterprise accounts on all partner resources available

Monitor specifically assigned enterprise accounts progress through the sales cycle, while working collaboratively with the rest of the sales organization.

Updating CRM system with all client communications including calls, emails and meetings

Maintaining and updating CRM system of all practice staff and contact details

Respond in a timely manner to all enterprise account enquiries both internally and externally

Driving attendance for Xero Sales led events and Partner Forums

Success looks like

Meeting monthly revenue and subscription targets enterprise accounts directly managed

National Weekly measurements- As per above monthly KPI’s – reported weekly

Development of Marketing and Strategic account plans

What you’ll bring with you

8+ years experience in a hunting sales role with at least 2+ years experience dealing with Enterprise accounts

Accounting experience from within large Accounting firms, deep understanding of workflows and consulting within those firms is a plus

Extensive industry knowledge, contacts and networks

A track record in influencing and drive sales within partner and vertical channels

Strong market knowledge in current Practice and SME software competitor platforms

Strong account management skills

Loads of initiative and ability to work autonomously

Outstanding communication and presentation skills

An enthusiasm for building strong relationships

Ability to create a quick and strong rapport with partners

Attention to detail and follow-up

A process driven results-focused approach

Passion and desire to make a difference

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.