Director, Enterprise
What you’ll do
- Strategic Leadership & Channel Ownership
- Lead and scale the full US Enterprise team, including direct managers and individual contributors.
- Develop and execute the US Enterprise channel strategy, focusing on revenue expansion , partner retention , and new customer acquisition.
- Own commercial performance by driving quota attainment, ACV creation, upsell/cross-sell growth, and overall subscription revenue.
- Serve as the executive sponsor for the top 10 US Enterprise accounts, ensuring strong stakeholder engagement and long-term success.
- Sales Excellence & Operational Rigor
- Establish and drive key sales motions, including prospecting, account planning, pipeline reviews, and forecast management.
- Oversee full-funnel forecasting across new acquisition, upsell, cross-sell, and partner activation metrics, ensuring accuracy and accountability.
- Implement and enforce CRM best practices and scalable sales processes to ensure consistent performance tracking and execution.
- Enterprise Customer Lifecycle Management
- Build strategic plans for retention and expansion across existing enterprise partners, with targeted initiatives to reduce churn and increase product adoption.
- Deliver structured change management programs and project oversight to support partner onboarding and usage of Xero’s platform.
- Ensure enterprise partner success through cross-functional coordination and a clear, customer-centric journey across all touchpoints.
- Talent & Culture Leadership
- Hire, lead, and develop a diverse, high-performing team of sales professionals and frontline managers.
- Provide ongoing coaching, career development, and performance management, creating a culture of accountability and continuous growth.
- Build and maintain a strong talent pipeline that supports future scale and succession planning.
- Executive Collaboration & Market Leadership
- Act as a strategic partner to Marketing, Product, Operations, and other cross-functional leaders to shape and execute go-to-market strategies.
- Represent Xero at industry events and partner engagements to build brand visibility and deepen enterprise relationships.
- Contribute to the strategic direction, people development, and inclusive culture of the broader US Sales team.