Manager, Enterprise Sales (Remote, US)

Xero

15h • Remote

About The Position

As the Manager, Enterprise, you will lead a field-focused team dedicated to driving deep activation and usage across our most strategic national franchise networks. Your mission is to transform high-level partnership signatures into real-world success by executing a repeatable field playbook that empowers thousands of individual offices to thrive on the Xero platform.
You will act as a hands-on sales coach, raising the bar on pipeline discipline and activity while developing a high-performing team of individual contributors. By partnering closely with internal success managers and cross-functional teams, you will remove friction and amplify successful strategies, ensuring Xero’s largest franchise logos become deeply activated, multi-office success stories.
You will lead a hungry, results-driven field team that sits at the heart of Xero’s Enterprise growth strategy, working to bridge the gap between national strategy and local office execution. This team operates in a high-rigor environment, collaborating seamlessly with Marketing, Enablement, and Operations to provide franchise partners with the tools and support they need to win.
Developing and refining coverage models and playbooks to go deep and wide across large, multi-location franchise networks.
Establishing a high-rigor operating cadence including weekly 1:1s, call coaching, and pipeline reviews to keep office-level conversions on track.
Driving the adoption of key ecosystem solutions like Melio and Syft to ensure offices understand the full value of the Xero platform.
Collaborating with Marketing to design and launch regional "activation sprints" and "office blitzes" that drive rapid product usage.

Requirements

• Proven track record of leading and coaching front-line sales or partner success teams within B2B SaaS or FinTech environments.
• A process-driven mindset is essential, with a natural inclination for CRM hygiene, data-driven decision making, and structured operating rhythms.
• Ability to navigate complex, matrixed environments, specifically understanding the dynamics of large franchise or national accounting organisations.
• Communication style is both inspiring and influential, allowing you to align internal stakeholders and motivate partner offices toward shared goals.
• Demonstrate a "field-first" approach, enjoying the process of getting into the details of deals and providing real-time feedback to help your team grow.
• A bias for action defines your work style, as you take full ownership of your portfolio and treat your team’s territory like a business you own.

Responsibilities

• Lead a field-focused team dedicated to driving deep activation and usage across our most strategic national franchise networks.
• Transform high-level partnership signatures into real-world success by executing a repeatable field playbook that empowers thousands of individual offices to thrive on the Xero platform.
• Act as a hands-on sales coach, raising the bar on pipeline discipline and activity while developing a high-performing team of individual contributors.
• Partner closely with internal success managers and cross-functional teams to remove friction and amplify successful strategies.
• Ensure Xero’s largest franchise logos become deeply activated, multi-office success stories.
• Develop and refine coverage models and playbooks to go deep and wide across large, multi-location franchise networks.
• Establish a high-rigor operating cadence including weekly 1:1s, call coaching, and pipeline reviews to keep office-level conversions on track.
• Drive the adoption of key ecosystem solutions like Melio and Syft to ensure offices understand the full value of the Xero platform.
• Collaborate with Marketing to design and launch regional "activation sprints" and "office blitzes" that drive rapid product usage.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees