Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive.

At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.

About the Team

You’ll be working for the WorkflowMax (WFM) brand which is Xero’s end-to-end job and project management software for small to medium size businesses. We were acquired by Xero in 2012 and our north star is to help people drive better business productivity and performance every single day. New life is being breathed into this important product and we’re looking for a Global head of Sales to be integral to this transformative new phase.

About the role.

Leading WorkflowMax’s Global Sales team, you will be responsible for directly managing, growing and developing the WorkflowMax (WFM) sales team in Australia and New Zealand as well as the Head of Northern Hemisphere Sales.

As part of the WorkflowMax Leadership Team (LT), you’ll work seamlessly with your colleagues to help create and continuously evolve overarching WorkflowMax Strategy, and prioritise projects and initiatives to drive towards common goals and outcomes. In collaboration, you’ll create strategy and structure for your function, which will include consideration of Xero A&B Partners and Set Up partners in addition to your primary customer, direct SMB’s.

You’ll be responsible for bringing WFM customers on the journey to revolutionise their business and bring end to end job management into the cloud for them. Ultimately you will contribute to their successful growth, support and development by solving their job management needs and supporting them in finding the right implementation solution for them to optimise their workflows and ultimately help their businesses thrive.

What you’ll do

Drive subscription numbers up, churn down and achieve monthly KPI’s and targets for both hemispheres

Create, present and attend WFM events

Understand the broader WorkflowMax strategy and contribute to its continuous evolution

Collaborate and engage with all relevant stakeholders to develop the WorkflowMax Sales strategy and create initiatives and tactics to support the strategy

Pursue data and build clear and compelling insights to inform direction of sales process and activity

Keep an eye on function structure and look for ways to provide career progression and opportunities in line with aspirations and strengths of team members, within a constrained environment

Execute and continuously evolve and improve sales process, activity, initiatives and tactics driven by the strategy

Implement continuously improving processes and initiatives, and manage the change process for the team to ensure success and the right attitude towards changes

In collaboration with WFM’s Business Operations Analyst, measure effectiveness and performance of sales activities and initiatives (direct and partner), refine and redirect if necessary to ensure the team are always striving to move the needle on the most important metrics

Day to day management of the Southern Hemisphere WFM sales team and the Northern Hemisphere Head of Sales, including planning, forecasting and execution

Motivate, lead and develop a strong, high performing, dynamic team and be a senior ambassador and champion for WorkflowMax, within and beyond WFM and Xero

Collaborate with the WFM LT, functional business partners and key Xero stakeholders, both regionally and globally, to lead the development and execution of direct and partner sales initiatives, strategy and tactics

Find new and innovative ways to engage with potential and existing customers often through thought leadership in job management or industry verticals, and having a presence in the spaces where they hang out online

Provide timely ongoing feedback, ongoing performance reviews and development to your direct reports

Continuously assess systems and tools supporting CS, CX and Education and refine how they are set up and integrated, to ensure they are working for us rather than against us and that we’re able to record and extract meaningful data and insights

Ensure health and hygiene of CRM data

Keep an eye on best practice in the sales space, as well as what WFM’s competitors are doing

Work closely and seamlessly with Marketing , Education, Customer, Product and Finance to engage all leaders in the sales journey and ensure the success of every trialist and customer, at every stage of their journey

What you’ll bring:

Sales capability and results driven

Ability to resolve complex customer and people problems

Ability to achieve desired outcomes through influence and negotiation

Experience working in a constantly changing environment and being able to juggle different priorities

Highly effective communication skills and an ability to build effective relationships across the business

Proven sales performance with at least 5 years experience in either business development or account management roles

At least 5 years experience in a fast growing SaaS organisation preferred.

Authenticity, diplomacy passion and drive

Ownership and ability to thrive in a fast-paced environment

Ability to bring people together and create a team in a global remote environment across different time zones and a willingness to work at unconventional times.

Diligence and commitment to following through and achieving outcomes

Basic data analysis and data driven decision making

Customer centric focus

Positive outlook and an optimistic attitude.

Extensive industry knowledge, contacts and networks

Experience with job management processes, requirements and life cycle

Understanding of the business processes of service based businesses across a broad range of industries

Experience developing and implementing process

Understanding of what’s involved in implementing software in sophisticated business environments

At Xero we support many types of flexible working arrangements that allow you to balance your work, your life and your passions. We offer a great remuneration package including shares plus a range of leave options to suit your well-being. Our work environment encourages continuous improvement and career development and you’ll get to work with the latest technology.

Our collaborative and inclusive culture is one we’re immensely proud of. We know that a diverse workforce is a strength that enables businesses, including ours, to better understand and serve customers, attract top talent and innovate successfully. We are a member of Pride in Diversity, in recognition of our inclusive workplace. So, from the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.

Why Xero?

Xero strongly encourages employees and contractors to be vaccinated against COVID-19 in order to work from a Xero office, or engage in any face-to-face Xero business.

What you’ll do

What you’ll bring:

WorkflowMax - Global Head of Sales