The Director of Partner GTM will lead the US partner channel lifecycle, develop GTM strategies, drive revenue growth, and foster talent development while collaborating with various teams to meet business targets.
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.
How You’ll Make an Impact
As the Director of Partner GTM for the US, you will serve as the strategic architect and commercial owner for the entire US partner channel lifecycle. You will provide unified leadership across both our New Business acquisition and Partner Success organizations, shaping a cohesive go-to-market strategy that drives market penetration, revenue growth, and long-term partner value. This pivotal role is accountable for building a world-class sales and success culture, developing a pipeline of future leaders, and ensuring the US partner channel exceeds its ambitious growth and retention targets as a key contributor to the Americas leadership team.
What You’ll Do
- Unified GTM Strategy: Develop and own the comprehensive US go-to-market strategy for the partner channel, integrating both new business acquisition and existing partner success motions to maximize growth and market share.
- Leadership at Scale: Provide strategic leadership across the entire US Partner GTM function, leading both the Account Executive (new business) and Partner Success (account management) teams, including the management of subordinate managers.
- Full Commercial Ownership: Hold full accountability for the US partner channel's financial performance, including new business quota attainment, Annual Contract Value (ACV) creation, partner retention, and expansion revenue. You will lead accurate forecasting for the entire revenue funnel.
- Executive Collaboration: Operate as a key member of the Americas leadership team, working closely with senior leaders in Marketing, Product, and Operations to develop and execute cohesive, cost-effective growth strategies.
- Performance & Operational Excellence: Drive a culture of high performance and accountability for all KPIs across the sales funnel. Interpret complex data to identify systemic opportunities and implement scalable solutions for both prospecting and partner development.
- Talent Development: Lead the hiring, coaching, and development of sales professionals and managers across your organization, building a robust and diverse talent pipeline to support Xero's continued growth.
Success Looks Like
- Consistent overachievement of national targets for both new business acquisition and partner retention/growth.
- The successful execution of a unified strategic GTM plan that results in significant market share growth in the US partner channel.
- Building and maintaining a healthy pipeline for new business while concurrently increasing the health, satisfaction, and adoption within the existing partner base.
- High engagement and retention of top talent across the GTM organization, with a clear succession plan for key leadership roles.
What You’ll Bring With You
- Extensive GTM Leadership Experience: A significant track record of success leading high-performing sales and success organizations. Your experience must include leading both new business acquisition ("hunter") and account management/success ("farmer") teams.
- Proven "Manager of Managers": You have demonstrable experience managing other people leaders and developing a strong leadership bench.
- Strategic & Financial Acumen: Proven ability to develop and execute complex go-to-market strategies, manage a full P&L or a large, multifaceted revenue book, and deliver accurate forecasting.
- Inspirational Leader: You are known for creating energized, high-performing, and unified team environments, with exceptional skills in coaching and developing both individual contributors and managers.
- Executive Presence: Outstanding communication, presentation, and negotiation skills, with the ability to influence and build relationships with senior executives and major partners.
- Market Knowledge: Expert-level knowledge of SaaS sales models and the accounting or small business technology landscape in the United States is strongly preferred.
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
SaaS
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