Director, Enterprise

📋 Description

• • Own the entire US Enterprise channel at Xero, acting as the single-threaded leader responsible for strategy, revenue, retention, and long-term partner value. You will architect a cohesive go-to-market plan that accelerates market penetration and positions Xero as the indispensable platform for enterprise accounting and small-business enablement.
• • Build, inspire, and scale a world-class sales organization of managers and individual contributors across new business, account management, and customer success. You will set the vision, define the operating model, and create a culture of relentless curiosity, accountability, and customer obsession.
• • Drive predictable, outsized revenue growth by owning all commercial metrics—quota attainment, annual contract value (ACV), upsell/cross-sell, subscription revenue, and run-rate expansion. You will translate ambitious targets into clear weekly, monthly, and quarterly execution plans and ensure every team member knows exactly how their work ladders up to company goals.
• • Serve as the executive sponsor for Xero’s top 10 US Enterprise accounts, quarterbacking multi-stakeholder relationships from C-suite to end users. You will orchestrate executive business reviews, co-innovation sessions, and joint road-mapping workshops that deepen trust and unlock new revenue streams.
• • Establish rigorous sales excellence through disciplined pipeline management, accurate forecasting, and CRM best practices. You will institutionalize repeatable motions for prospecting, account planning, deal reviews, and competitive positioning, raising win rates and compressing sales cycles.
• • Champion the full enterprise customer lifecycle—from onboarding to adoption, expansion, and renewal—by designing data-driven retention and expansion programs. You will partner with Product, Marketing, and Customer Success to deliver change-management playbooks that accelerate time-to-value and reduce churn.
• • Hire, coach, and retain a diverse, high-performing team. You will implement structured career paths, quarterly skill assessments, and succession planning that future-proof the organization while fostering an inclusive, high-energy culture measured through Qualtrics engagement scores.
• • Influence the broader Americas leadership agenda by contributing to strategic planning, resource allocation, and go-to-market innovation. You will represent the Enterprise channel in monthly business reviews, quarterly board sessions, and annual planning cycles.
• • Elevate Xero’s brand in the US market by speaking at industry conferences, hosting partner advisory boards, and publishing thought-leadership content. You will turn customers into advocates and advocates into amplifiers, creating a virtuous cycle of referrals and co-marketing opportunities.
• • Institutionalize a test-and-learn mindset by piloting new pricing models, verticalized solutions, and partner integrations. You will measure impact through conversion-rate improvements, close-rate gains, and skills-assessment uplifts, then codify winning plays across the global sales organization.