The Senior Account Executive manages relationships with accounting partners, drives customer engagement, ensures successful migration to Xero, and updates CRM systems while achieving sales targets and collaborating across teams.
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.
As a Senior Account Executive (SAE), you are responsible for managing, developing and growing large and mid-tier Accounting Partners by helping them to develop and execute a digital strategy. The overall aim is to support their continual success in migrating clients on to the Xero platform. This is a field based role requiring extensive appointment making, meeting management and travel around your allocated territory. You’ll form great relationships with your Accounting Partners and also work closely with your Senior Account Management colleagues to make sure that you and your colleagues are working in the best way to support Xero’s success overall.
What you'll do:
- Manage the sales and account management relationships with large and mid-tier accounting partners
- Drive customer numbers up and achieve monthly targets
- Drive online strategy deep within the practice
- Develop project plans to support migration to Xero
- Deliver Xero partner events
- Ensure that a formal Partner engagement plan is developed for each partner
- Manage the recruitment, education and growth of your partner base
- Ensure Partners and and other employees within the Practice attend introductory webinars, events & certification training
- Educate Partners on all partner resources available
- Monitor all existing Partners as they progress through the sales cycle.
- Update our CRM system (Salesforce) with all client communications including calls, emails and meetings
- Maintain and update our CRM system of all practice staff and contact details
- Respond in a timely manner to all Partner enquiries
- Engage in a call cycle (a minimum of every 8 weeks) with all allocated partners
- Drive attendance at Xero sales events and Partner Forums
- Work closely with Partner Services to deliver the business plan
- Expectation to drive up to 3 hour radius for client visits
Success looks like:
- Revenue / Net New CMR
- Appointments made
- Meetings attended
- Opportunities created
- Integrity of CRM Data
- Excellence in territory management and forecasting
Critical competencies:
- An interest and intrigue in the emerging online accounting market and Fintech
- Results driven approach
- Loads of initiative and ability to work autonomously
- Outstanding communication and presentation skills and an enthusiasm for building strong relationships
- Ability to create a quick and strong rapport with partners
- Attention to detail and follow-up
- Process driven and takes ownership
- Passion and desire to make a difference
Experience:
- Proven sales performance
- Field Account Manager experience
- Experience with computers and applications software, including CRM database skills.
- Experience/Knowledge of the workings of an accounting practice is desirable
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.
Top Skills
Salesforce
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