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Sales Director, UK & EMEA, Private: Xero

MILTON KEYNES & REMOTE
Full Time, Flexi Time, Job Share
TBC
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…
This is a key leadership role with overall responsibility for Xero sales and consulting in the UK, in both the Accounting, Bookkeeping and the Direct Business Sales Channels. The role is responsible for leading a large team to drive sales and deployment, and to grow and retain Xero’s market share and revenue in the UK. Your direct reports will typically be managers within Xero, responsible for teams of field or office based Xeros across our Partner Sales, Partner Consulting and Direct Sales business. We are seeking a leader who is passionate about building inclusive, world-class sales & consulting teams and fostering a culture where everyone can thrive.
This role sits on the UK & EMEA leadership team and reports into the Managing Director for UK & EMEA. Working in close partnership with the Directors and General Managers of other functions including Marketing, Strategic Partnerships, Operations, and Finance to engage and grow the network of accounting partners and customers. This role will also work closely with the Global Executive General Manager of Partner Sales.
What you’ll do…
The role of the Sales Director requires a leader that is passionate about building an inclusive, world-class sales & consulting teams and fostering a culture where everyone can thrive.
This role sits on the UK & EMEA leadership team and reports into the Managing Director for UK & EMEA. Working in close partnership with the Directors and General Managers of other functions including Marketing, Strategic Partnerships, Operations, and Finance to engage and grow the network of accounting partners and customers. This role will also work closely with the Global Executive General Manager of Partner Sales.
This person will be a visible and inspirational leader within the UK business. Manage, coach and mentor Managers in the team. Play a lead role in the definition and evolution of sales motions to meet the evolving needs of the business and Xero’s partners and customers. Lead appropriate and consistent activities across the team, such as the development of territory planning and reviews.
Lead the performance management of the team, including professional skills development, coaching and career progression. Deliver timely and accurate sales forecasts and associated reporting to the business, in close cooperation with the Operations and Finance Teams.
In liaison with the Marketing Director, aligning demand generation activity with sales capacity, and ensuring that acquisition costs are within budget. Carefully monitor competition in the UK market and provide timely and insightful input into competitive strategy. Regularly engage with external audiences and media, and promote Xero as a thought leader via the creation of content. e.g. Blogs, social media, webinars, speaking at events, and media engagement. Working with key influential bodies and associations to ensure Xero is actively promoted within the membership base.
The Sales Director will be expected to engage with and support the UK & EMEA Senior Leadership Team in the strategic development of the UK and wider EMEA business, including the creation of plans and budgets.

Success Looks Like…

    • Meeting and exceeding subscriber revenue growth targets for the UK and wider EMEA business.
    • Ensuring consistent sales performance through great planning and management of Forecasting and Pipeline Leading.
    • Cultivating a high performing sales team to support the success of our Partners and customers
    • Meet and exceed other metrics that contribute to ‘business quality’ – for example the use of promotional codes

What You’ll Bring With You – Critical Competencies

    • Driven, experienced sales leader with an inspiring, motivational and resilient approach
    • Extensive knowledge of the UK market dynamics is essential
    • Extensive knowledge of SaaS models, SaaS metrics and online sales models
    • Outstanding communication and presentation skills
    • Strong interpersonal and relationship building skills, with a track record of motivating and developing high performing sales teams
    • Extensive industry knowledge, networks and contacts would be ideal, but not essential

What You’ll Bring With You – Experience

    • Extensive experience in a sales leadership role with proven ability to grow and retain business
    • Previous experience of running and cultivating a sales team at scale in a high growth SaaS business
    • Experience of working with Partner/distribution channel sales
    • Some experience of working in a global matrix organisation would be helpful
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.

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