Sales Development Manager
Posted 2025-04-06Our Purpose
At Xero, weâre 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, weâre not only making life better for small business, weâll be building a stronger economy that can change the world.
How youâll make an impact
As the Sales Development Manager you will play a pivotal role in driving our regional growth by leading a high-impact team of Sales Development Representatives (SDRs). As SDRManager, youâll be responsible for working alongside our SDR team to develop and execute our pipeline generation & partner recruitment strategy. Additionally, youâll develop and execute strategy to drive adoption of Xeroâs Partner Program and implement on-boarding best practices for Accounting and Bookkeeping partners.
You will lead a team of sales development representatives in Xeroâs high growth, fast-paced environment. Your team will create inbound and outbound pipelines for Account Executives and Senior Account Executives. Through your coaching and execution of strategy, SDRs will have the tools and knowledge needed to meet and exceed pipeline goals.
What youâll do
Build and Scale a Multi-Segment Function: Develop and execute a comprehensive strategy to establish a best-in-class sales development function, with distinct sales motions that address SMB, Mid-Market, and Enterprise customer needs
Lead and Mentor: Recruit, train, and lead a high-performing team of SDRs, providing clear guidance and support to drive individual and team success across each customer segment
Partner Acquisition Strategy: Own regional new partner acquisition efforts, driving consistent growth and identifying key channels and tactics for new partnerships within each segment
Process Design and Optimization: Establish and continuously refine segment-specific processes, workflows, and best practices to enhance team productivity and effectiveness from lead generation through hand-off to Sales
Technology and Tooling Implementation: Weigh in on selection and integration appropriate technology and tools (e.g., automation, analytics) to support outreach and enable success through data-driven decision-making
Cross-Functional Collaboration: Work closely with Marketing, Sales, and SOPS teams to align strategies, ensure seamless lead hand-offs, and support partner-centric growth initiatives that address customer needs
Performance Analysis and Adjustment: Regularly analyze team performance, create reports, and adjust strategies to drive continuous improvement and ensure KPIs are attained
Effective System Management: Role models the use of internal systems to effectively manage pipeline and sales activities, maintaining an accurate record whilst drawing insights from the data
Customer-Centric Focus: Ensure a strong focus on understanding customer needs and trends to drive meaningful interactions and relationships
Success looks like
What youâll bring with you
plus commission
Additional Information
Why Xero?
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 youâd 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, youâll 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.
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