The role / impact

As a payments expert, you will join Xero with a deep understanding of the payments landscape, navigating its complexities to drive commercial success. Your role is two-fold: leading the commercial relationships with large accounting and bookkeeping firms and championing Melio alongside our broader payment offerings to modernise how these organisations manage their cash flow.

You will act as a strategic consultant, managing the full sales cycle and helping enterprise firms move away from manual processes toward automated, high-efficiency cloud solutions. By navigating complex sales cycles and providing subject matter expertise on payment rails and digital automation, you will empower our prospects and partners to optimize their workflows and scale their operations effectively.

The team / how they connect

You will join a collaborative enterprise team, working closely with Partner Success Managers and Consultants to design and execute growth strategies for our most significant partners. This role serves as the vital link between our payments technology and our largest accounting partners, ensuring a coordinated approach to landing and expanding the full platform.

Initially, you will focus on

• Driving sustainable adoption and revenue growth of the Melio payments hub across an allocated territory.

• Analysing manual payment workflows to build compelling business cases for digital automation and integrated accounting.

• Executing targeted outbound campaigns and office blitzes in collaboration with the wider enterprise sales team.

• Utilising Salesforce and modern sales tools to maintain a predictable pipeline and accurate forecasting.

Where and how you can work

This is a remote position based in the United States. We offer a flexible working environment that allows you to manage your territory effectively while staying connected with the team through virtual collaboration and occasional in-person events or workshops.

Here are some of the things we are looking for

• As a payments expert, you possess a deep, "in and out" understanding of the payments landscape, including payment rails and digital automation.

• You bring a wealth of knowledge in B2B SaaS or Fintech, specifically within accounts payable and receivable environments.

• A proven track record of exceeding targets in a partner or channel sales model is something you can demonstrate.

• You possess a natural ability to consult with high-level stakeholders, from CFOs to practice leaders, telling a persuasive story about digital transformation.

• Navigating complex sales cycles using established methodologies like MEDDIC or Challenger is second nature to you.

• Your approach is highly collaborative, with an enthusiasm for working across teams to ensure partner success and long-term retention.

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.