Director, Partner - US GTM (12 month contract)

Xero

116d

About The Position

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.

Requirements

• A significant track record of success leading high-performing sales and success organizations.
• Experience must include leading both new business acquisition ('hunter') and account management/success ('farmer') teams.
• Demonstrable experience managing other people leaders and developing a strong leadership bench.
• 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.
• Known for creating energized, high-performing, and unified team environments, with exceptional skills in coaching and developing both individual contributors and managers.
• Outstanding communication, presentation, and negotiation skills, with the ability to influence and build relationships with senior executives and major partners.
• Expert-level knowledge of SaaS sales models and the accounting or small business technology landscape in the United States is strongly preferred.

Responsibilities

• 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.
• 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.
• 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.
• Lead accurate forecasting for the entire revenue funnel.
• 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.
• 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.
• 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.

Benefits

• Generous paid leave to use however you’d like (plus statutory holidays)
• Dedicated paid leave to care for your physical and mental wellbeing
• Employee Assistance Program to access mental health care for you and your family
• Employee resource groups and wellbeing programming
• Medical, dental, vision, and disability insurance
• Fertility and family forming financial support
• 401k contribution matching
• 26 weeks of paid parental leave for primary caregivers
• Employee Share Plan
• Beautiful offices with snacks and break areas
• Flexible working
• Career development

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 1,001-5,000 employees