Head of Enterprise Sales, UK

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.

How you'll make an impact...

Working alongside the Sales Director, UK & EMEA, this role is responsible for leading the Enterprise Team in the UK. The Head of Enterprise Sales is responsible for managing and coaching the Enterprise Account Managers (EAMS), helping them to achieve their sales targets and ensuring Accounting and Bookkeeping Partners receive the support and guidance they need to succeed. The role draws on experience and proven, dynamic sales leadership accompanied by knowledge of the UK accounting marketplace. It carries responsibility for a hugely important proportion of Xero UK's business, and requires constant improvement and delivery on strategic and tactical priorities.

Of course, this position description is just a guide – you'll be expected to be flexible and perform any other duties as reasonably required by your manager and this position description is likely to develop over time

What you'll do...

Manage, coach and mentor Enterprise Account Managers and leaders to meet and exceed monthly team targets. As a key stakeholder you'll play a significant role in defining the Xero Partner strategy. Play a critical role in the global Enterprise team, collaborating and working closely with other Heads of Enterprise and the GM, Global Enterprise. Responsible for development of territory plans to facilitate Enterprise Account Managers achieving targets. Responsible for overall people management of your team including the ongoing performance management, professional skills development, coaching and career progression of your direct team and also supporting your team to do the same with their direct reports. Deliver timely and accurate sales forecasts and associated reporting. Monitor overall team activity and provide hands–on process improvement advice and guidance. Carefully monitor competition in the UK market and provide valuable, timely and insightful input into competitive strategy. Promote Xero as a thought leader via the creation of content. eg Blogs, social media, webinars, events, and media engagement. Be an active voice in the wider Xero leadership team and be present in head office regularly, whilst working cross functionally with other senior leaders.

Success looks like...

Achieving organisation and revenue targets from Xero Partners in the region. Delivering consistency and predictability within the Enterprise Account Management team. Increasing the penetration of Xero within Xero Partners in the region. Creating a world–class culture for your team. Hiring, retaining and developing great talent

• Strong tactical selling and sales team leadership skills
• A background in running successful field sales teams
• Proven sales performance and drive for results
• Outstanding communication and presentation skills
• Ability to inject operational rigour into the sales organisation
• Ability and desire to develop exceptional sales leaders

• 5+ years' sales leadership experience in an Enterprise role.
• Knowledge of day to day operation of an Accounting Firm, or SaaS / Subscription model selling
• Experience in all aspects of people management within your team including the ongoing performance management, professional skills development, coaching and career progression of the team
• Experience in managing and developing a team of excellent sales consultants.

This position description is intended merely as a guideline of the responsibilities involved in the position. The employee is expected to perform any other duties as reasonably required by their Manager.

Why Xero?

At Xero we support many types of flexible working arrangements that allow you to balance your work, your life and your passions. We offer a great remuneration package with benefits that support a range of lifestyle choices and requirements and the opportunity to participate in Xero's success through our Long Term Incentive scheme. Xero has rapidly expanding offices in London, Milton Keynes and Manchester and our work environment encourages continuous improvement and career development.

Our collaborative and inclusive culture is one we're immensely proud of. We know that a diverse workforce is a strength that enables businesses, including ours, to better understand and serve customers, attract top talent and innovate successfully. We are a Stonewall Diversity Champion, and Disability Confident committed. So, from the moment you step through our doors, you'll feel welcome and supported to do the best work of your life.