Xero

Head of Sales Operations – Americas

Xero

full-time

Posted on:

Location Type: Hybrid

Location: British Columbia • United States

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Job Level

Lead

Tech Stack

Tableau

About the role

  • Serve as the operational leader for Partner Sales in the Americas.
  • Act as a strategic right-hand to the Americas Sales Leadership team and Managing Director.
  • Ensure that strategy translates into execution and that regional growth becomes predictable.
  • Provide the executive presence and analytical backbone needed to influence seller behaviour through data.
  • Enable leadership to make high-quality decisions that drive revenue through predictive insights.
  • Build and mentor a high-performing Sales Operations team.
  • Establish a rigorous regional Rhythm of the Business (RoB), including business reviews.
  • Design and optimize the regional coverage model and territory strategy across the US and Canada.
  • Own Salesforce as the single source of truth for data integrity and hygiene.
  • Champion sales innovation by scaling AI agents, automation tools, and advanced analytics.

Requirements

  • 10+ years of leadership experience in Sales Operations, Revenue Operations, or Sales Leadership within a high-growth SaaS environment.
  • Deep understanding of SaaS revenue models (LTV, CAC, churn) and the ability to connect operational metrics to financial outcomes.
  • Proven ability to act as a voice of truth, delivering objective, data-backed insights to senior leaders, including the Managing Director and Americas Sales Leadership, and influencing decision-making.
  • Expert-level ownership of CRM and BI ecosystems, including Salesforce as the single source of truth, alongside tools such as Tableau, Snowflake, and DBT.
  • Advanced experience in forecasting, performance analytics, and data modeling, with a strong grasp of data science concepts.
  • Proven track record managing complex go-to-market architectures and leading business model transformations, including shifts to multi-product sales motions.
  • Experience designing and operating incentive programs (targets, SPIFs, rebates) to drive measurable changes in seller behaviour and performance.
  • Demonstrated ability to build trust with senior executives and develop high-performing, scalable teams.
Benefits
  • Hybrid work model with "boost days" for in-person engagement
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
Sales OperationsRevenue OperationsSales LeadershipSaaS revenue modelsForecastingPerformance analyticsData modelingData science conceptsIncentive program designGo-to-market architecture
Soft Skills
LeadershipAnalytical thinkingInfluencingBuilding trustMentoringDecision-makingCommunicationStrategic thinkingTeam buildingCollaboration