Director

• Serve as the strategic architect and commercial owner for the entire US Enterprise channel lifecycle
• Lead and scale the full US Enterprise team, including direct managers and individual contributors
• Develop and execute the US Enterprise channel strategy focused on revenue expansion, partner retention, and new customer acquisition
• Own commercial performance by driving quota attainment, ACV creation, upsell/cross-sell growth, and subscription revenue
• Serve as the executive sponsor for the top 10 US Enterprise accounts, ensuring stakeholder engagement and long-term success
• Establish and drive key sales motions: prospecting, account planning, pipeline reviews, and forecast management
• Oversee full-funnel forecasting across new acquisition, upsell, cross-sell, and partner activation metrics
• Implement and enforce CRM best practices and scalable sales processes
• Build strategic plans for retention and expansion across existing enterprise partners to reduce churn and increase adoption
• Deliver structured change management programs and project oversight to support partner onboarding and platform usage
• Hire, lead, and develop a diverse, high-performing team of sales professionals and frontline managers
• Provide ongoing coaching, career development, and performance management
• Build and maintain a strong talent pipeline for future scale and succession planning
• Act as a strategic partner to Marketing, Product, Operations, and other cross-functional leaders to shape go-to-market strategies
• Represent Xero at industry events and partner engagements to build brand visibility and deepen enterprise relationships
• Contribute to strategic direction, people development, and inclusive culture of the broader US Sales team

Director, Enterprise

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