The role involves consulting and sales to drive adoption of Xero's payroll products among accounting firms and businesses, requiring strong technical skills and industry knowledge.
Our Purpose
At Xero, we’re here to help you supercharge your business. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world.
At Xero, the customer is the cornerstone of everything we do. We’re looking for a passionate consultant with payroll accounting industry knowledge, savvy tech skills, who wants to be part of an accounting software company revolutionizing the small business world.
This role is responsible for helping drive the adoption of Xero’s payroll product within accounting firms as well as direct businesses making a change to use our cloud-based platform. This role will be part consulting and part sales. You will need to be able to questions and probe stakeholders to uncover new opportunities as well as present solutions that demonstrate how Xero’s products solve a firm's specific problems.
This role requires domestic travel. Up to 25% of your time will be spent in the field, meeting with prospective partners and attending conferences, as well as implementing and training on Xero’s payroll solutions. In addition, 10% of this role requires domestic travel for internal training and events.
Key characteristics of an ideal candidate: well-rounded, customer-focused, strong problem-solving skills, delivers results in high-growth environments, high emotional quotient, strong business acumen, effective communicator, quick learner, and experience in accounting practice operations.
What you’ll do:
- Demonstrate Xero’s payroll solutions in both pre- and post-sales contexts to accountants, bookkeepers, and direct businesses.
- Work closely with external stakeholders to ensure deeper adoption of our payroll platform within an accounting practice & businesses.
- Engage in regular face-to-face, virtual, and phone meetings with relevant internal and external stakeholders to manage project priorities.
- Assist partners with data conversions through detailed project planning and training guidance.
- Handle partner technical questions and escalations.
- Educate partners on all partner resources available.
- Actively prospect for and generate new sales opportunities, leveraging existing client relationships to upsell and cross-sell additional payroll products and services.
- Update CRM systems with all client communications, including calls, emails, and meetings.
- Maintain and update CRM systems with all practice staff and contact details.
- Respond in a timely manner to all partner inquiries.
- Manage the creation of resources (processes/videos) for frequently asked questions from partners.
Success looks like:
- Earning the trust of our accounting partners & direct businesses and assisting them on converting into and utilizing Xero’s payroll products.
- Presenting full go-to-market solutions for our accounting partners to use with their clients.
- Managing multiple ongoing projects related to our accounting partners and internal resources.
- Analyzing and recommending solutions for internal and/or client workflow efficiencies.
- Nurturing relationships with our accounting partners through attending events and hosting customized workshops.
- Consistently meeting and exceeding individual sales goals and KPIs related to new business, upsells, and cross-sells.
Critical competencies:
- Industry Expertise: Deep industry and customer knowledge for the emerging cloud accounting and payroll markets and their potential;
- Building relationships: A natural tendency towards building mutually beneficial partnerships and ability to create quick, strong rapport with accountants and other stakeholders
- Productivity: Results driven with strong initiative and ability to work independently, ability to manage complexity and prioritization across the org
- Collaboration & teamwork: Proven ability to collaborate effectively, drive solutions in partnership with Sales teams, influence others to achieve positive results for customers and Xero
- Expert presenter: Outstanding communication, planning and presentation skills
- Solution orientation: Capacity to learn, adapt and apply ideas in constantly morphing situations, able to inform solutions and discern technical opportunities
Experience:
- Preferred: 3+ years of accounting, public accounting
- Preferred: experience in B2B SaaS Customer Success, Account Management, or Sales with a track record of driving retention and expansion revenue
- Payroll-specific expertise is essential
- Strong knowledge of the workings of an accounting practice and systems
- CPA certification a plus
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. 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, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.
Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience. If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.
Top Skills
Cloud-Based Payroll Solutions
Crm Systems
Similar Jobs at Xero
Cloud • Fintech • Information Technology • Machine Learning • Software
The Senior Engineer will develop high-quality software, automate testing, resolve issues, maintain engineering standards, and mentor team members.
Top Skills:
.NetC#Ci/CdReactReduxTypescript
Cloud • Fintech • Information Technology • Machine Learning • Software
The Marketing Manager will drive global partner acquisition growth, execute campaigns, optimize lead funnels, and improve conversion rates through cross-functional collaboration.
Top Skills:
CRMSalesforce
Cloud • Fintech • Information Technology • Machine Learning • Software
The Director of Enterprise will lead the US Enterprise sales team, drive revenue growth, and manage enterprise customer relationships while ensuring sales excellence and strong team culture.
Top Skills:
CRM
What you need to know about the Charlotte Tech Scene
Ranked among the hottest tech cities in 2024 by CompTIA, Charlotte is quickly cementing its place as a major U.S. tech hub. Home to more than 90,000 tech workers, the city’s ecosystem is primed for continued growth, fueled by billions in annual funding from heavyweights like Microsoft and RevTech Labs, which has created thousands of fintech jobs and made the city a go-to for tech pros looking for their next big opportunity.
Key Facts About Charlotte Tech
- Number of Tech Workers: 90,859; 6.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lowe’s, Bank of America, TIAA, Microsoft, Honeywell
- Key Industries: Fintech, artificial intelligence, cybersecurity, cloud computing, e-commerce
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (CED)
- Notable Investors: Microsoft, Google, Falfurrias Management Partners, RevTech Labs Foundation
- Research Centers and Universities: University of North Carolina at Charlotte, Northeastern University, North Carolina Research Campus
