Director, Enterprise

Director, Enterprise

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 Enterprise for the US, you will serve as the strategic architect and commercial owner for the entire US Enterprise channel lifecycle. You will provide unified leadership, 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 and ensuring the US Enterprise channel exceeds its ambitious growth and retention targets as a key contributor to the Americas leadership team. You will work cross-functionally to continuously improve processes and tools to execute the long term strategy of the Enterprise accounts team within a complex sales environment. You will be a master collaborator connecting with regional and global stakeholders across sales, marketing, operations, and product.

What you'll do

• Strategic Leadership & Channel Ownership
• Lead and scale the full US Enterprise team, including direct managers and individual contributors.
• Develop and execute the US Enterprise channel strategy, focusing on revenue expansion, partner retention, and new customer acquisition.
• Own commercial performance by driving quota attainment, ACV creation, upsell / cross-sell growth, and overall subscription revenue.
• Serve as the executive sponsor for the top 10 US Enterprise accounts, ensuring strong stakeholder engagement and long-term success.
• Sales Excellence & Operational Rigor
• Establish and drive key sales motions, including prospecting, account planning, pipeline reviews, and forecast management.
• Oversee full-funnel forecasting across new acquisition, upsell, cross-sell, and partner activation metrics, ensuring accuracy and accountability.
• Implement and enforce CRM best practices and scalable sales processes to ensure consistent performance tracking and execution.
• Enterprise Customer Lifecycle Management
• Build strategic plans for retention and expansion across existing enterprise partners, with targeted initiatives to reduce churn and increase product adoption.
• Deliver structured change management programs and project oversight to support partner onboarding and usage of Xero's platform.
• Ensure enterprise partner success through cross-functional coordination and a clear, customer-centric journey across all touchpoints.
• Talent & Culture Leadership
• Hire, lead, and develop a diverse, high-performing team of sales professionals and frontline managers.
• Provide ongoing coaching, career development, and performance management, creating a culture of accountability and continuous growth.
• Build and maintain a strong talent pipeline that supports future scale and succession planning.
• Executive Collaboration & Market Leadership
• Act as a strategic partner to Marketing, Product, Operations, and other cross-functional leaders to shape and execute go-to-market strategies.
• Represent Xero at industry events and partner engagements to build brand visibility and deepen enterprise relationships.
• Contribute to the strategic direction, people development, and inclusive culture of the broader US Sales team.

Success looks like

What you'll bring with you

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.