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New Business Sales Manager (Contract)



Sales & Business Development
Toronto, ON, Canada
Posted on Saturday, June 15, 2024
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
Xero is a dynamic and ever-expanding global company. We have developed an award winning Software as a Service (SaaS) solution which is revolutionizing the way small businesses complete their accounting requirements. Xero is beautiful accounting software that gives small businesses and their advisors real time access to accounting information, anytime, from anywhere. Our universe revolves around our customers and our simple mission to make their businesses more productive.
As the New Business Sales Manager you will be responsible for leading the BDR and Account Executive sales teams and managing day-to-day activities and driving results.

What you’ll do

  • Lead, manage, mentor and hold accountable a team of BDR’s and account executive professionals
  • Execute inbound and outbound sales motions that build lucrative pipeline coverage
  • Manage the day to day needs of the inside direct sales team
  • Create a high performing, energized and rewarding work environment
  • Build and execute a successful prospecting strategy and enable the tools to support
  • Drive team to full quota attainment
  • Drive full accountability of daily performance and KPI achievement
  • Manage a 3x pipeline from prospecting to closed won conversions
  • Execute and accurately report weekly forecasting
  • Develop and support sales teams with prospecting cadence tools and out of the box prospecting strategies that drive pipeline growth and ACV creation
  • Strategically develop a Canadian account executive strategy that challenges status quo and high value TAM opportunities within the partner channel
  • Work cross functionally and closely with marketing and product marketing teams within the Americas
  • Work with the leadership team to develop cost effective strategies for managing your team
  • Create strategic call plans to support sales activities
  • Interpret data to identify opportunities for performance improvement and implement
  • Ensure strong project management and communication with stakeholders
  • Drive hiring, interviewing and success of new hires when needed
  • Develop and maintain expert-level knowledge on the features and business application of the Xero platform

Success looks like

  • Successfully managing high-performing BDR and Account Executive team
  • Achievement of outlined sales and financial metrics (subscriptions, revenue)
  • Achievement of team KPI’s such as input activities, calls, meetings, pipeline coverage
  • Strong team engagement and alignment (as measured through Officevibe and via employee NPS)
  • Improving and innovating sales team capabilities (measured through conversion rates, close rates, skills assessment)
  • Holding your team with strong accountability specific to CRM hygiene/pipeline coverage/ target achievement
  • Materially improve our market share in the customer growth within this segment of our Partner Sales channel.

What you’ll bring

  • 3+ leading an outbound sales team with a track record of success
  • Ability to influence through clear presentation and communication of complex data analysis
  • Ability to recognize and employ appropriate interaction styles and methods to achieve the desired outcome
  • Ability to analyze and interpret data to develop insights and recommendations that synthesizes information across functions and perspectives
  • Excellent communication, interpersonal, collaboration and consultative skills. Inquisitive and positive mindset in approaching complex problems
  • Experience in a consumer or business facing Sales Role
  • Leadership experience and track record of helping other achieve goals
  • Has previous experience within a software (SaaS) company
  • Experience with Salesforce
  • Experience driving accountability across the inside sales team
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, and that includes our candidates. Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience, but you could be just the right person for this role. If you are excited about working at Xero, but your past experience doesn't align perfectly, we encourage you to apply anyway.
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, health insurance and dental reimbursement with vision allowances, a healthcare spending account, fertility and family forming financial support, wellbeing and sports programmes, employee resource groups, 26 weeks of parental leave for primary caregivers, an Employee Share Plan, beautiful offices with shared meals, flexible working, career development, and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.