Director, Strategic Partners

The role / impact

As the commercial owner and senior people leader for our Accountant & Bookkeeping Partner Channel in the US, you will shape the strategy, execution, and performance of our Enterprise business. In this highly visible leadership position, you will lead teams dedicated to managing our signed Enterprise partners and owning our key enterprise payments relationships. Your core focus will be driving retention, expansion, and multi-product adoption across one of the fastest-growing segments at Xero.

By driving a true sales-led motion, you will help our largest partners unlock growth, expand into new verticals, and adopt integrated solutions like Xero, Melio, and Syft. Your leadership will directly influence our long-term market penetration, revenue growth, and partner value, ultimately strengthening an economy that supports millions of small businesses.

The team / how they connect

You will report directly to the Head of Enterprise while collaborating closely with the Head of Enterprise Sales, VP of Sales, and the Managing Director of North America to champion our regional strategy. This role acts as a master connector, bringing together regional and global stakeholders across Sales, Marketing, Product, Operations, and Payments to ensure seamless alignment. Together, the team fosters an inclusive, high-performing culture focused on delivering exceptional commercial outcomes and partner journeys.

The team is currently working on / Initially, you will focus on

• Scaling and coaching the US Enterprise Partner Success & Payments team to embed a robust sales-led culture with clear accountability for revenue.

• Establishing advanced sales motions, full-funnel forecasting, and CRM best practices across our largest enterprise firms.

• Designing a unified commercial approach that seamlessly aligns signed partner relationships with payments opportunities.

• Expanding account penetration deeper into new offices, geographies, and net-new verticals through multi-product sales motions.

Where and how you can work

This position is offered as a remote role based within the United States, providing the flexibility to work from home while remaining deeply connected to our North American teams. You will have the opportunity to travel for partner-facing events, executive engagements, and collaborative team moments that help build trust and strengthen our brand visibility.

Here are some of the things we are looking for

• You bring proven leadership experience guiding strategic account, partner, or revenue teams within Enterprise SaaS, payments, or B2B environments.

• Strong commercial acumen is part of your toolkit, enabling you to successfully own revenue targets and deliver accurate forecasts.

• You possess a natural ability to lead from the front, eagerly engaging in sales calls, deal support, and executive partner meetings.

• Navigating cross-functional collaboration comes easily to you, allowing you to influence senior stakeholders across Product, Marketing, and Operations.

• Your data-driven and process-oriented mindset helps build scalable sales processes that improve customer retention and multi-product adoption.

• Bringing a deep understanding of the US small business ecosystem, accounting software, or payments landscape will help you thrive.

Compensation & Total Rewards

At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits.

The expected base salary range for this role in:

• California, New York and Washington: $152,000 - $190,000 USD

• All other States: $148,000 - $185,000 USD

Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role.

In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation:

• Variable Pay: Permanent employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) incentives depending on your role level, and company performance.

• Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks https://careers.xero.com/inside-xero/benefits-wellbeing/ page.

Xero uses AI to help screen applications based on job-related qualifications. These tools assist our recruiters but do not make automated hiring decisions. A human recruiter reviews all candidates before any hiring action is taken.

Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.