Head of Sales Operations - Americas

Xero • Vancouver, BC

2d • Hybrid

About The Position

The role involves driving the go-to-market machine for the US and Canada markets, acting as the operational leader for Partner Sales in the Americas and a strategic partner to the Americas Sales Leadership team and Managing Director. This position serves as the essential link between global operations, marketing, and regional partner sales to ensure strategy translates into execution and regional growth is predictable. The Head of Sales Operations will be the regional voice of truth, providing executive presence and analytical expertise to challenge the status quo and influence seller behavior through data. By shifting the organization towards predictive, forward-looking insights, this role enables leadership to anticipate future trends and make high-quality decisions that drive revenue. The role is responsible for architecting a resilient sales operating system, positioning the region to lead the transition to complex, multi-product partner engagements.

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 behavior and performance.
• Demonstrated ability to build trust with senior executives and develop high-performing, scalable teams.

Nice To Haves

• Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.

Responsibilities

• Establishing a rigorous regional Rhythm of the Business (RoB), including weekly and monthly business reviews that drive accountability and performance visibility.
• Designing and optimizing the regional coverage model and territory strategy across the US and Canada.
• Leading the transformation of sales readiness to support complex, multi-product partner engagements.
• Owning incentive design and administration (targets, SPIFs, rebates) to drive specific seller behaviors aligned to growth objectives.
• Owning Salesforce as the single source of truth, driving data integrity, hygiene, and consistent reporting across all regional functions.
• Championing sales innovation by trialing and scaling AI agents, automation tools, and advanced analytics to increase field productivity.
• Build and mentor a high-performing Sales Operations team, fostering a culture of accountability and continuous improvement while driving clarity and focus for seamless execution.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed