Strategic Business Development Representative

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 thrive 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.

How you’ll make an impact

Are you a sales professional with the passion to influence change? Most importantly, do you love winning? If the answer is yes - then read on, this could be the perfect role for you…

In Xero’s Partner Channel we work in partnership with Accountants & Bookkeepers to help them and their small business clients become more successful. We do this by using Xero’s products and services to drive efficiencies, therefore freeing up time to focus on identifying opportunities and  insights that drive business success.  In the role of Business Development Representative, you’ll be responsible for finding and qualifying new accountants and bookkeepers who are not yet part of the Xero family who will be able to benefit from Xero and our partner program. 

What you’ll do

The best things about being a new BDR at Xero are that every day is different and we work at a fantastic pace. You will spend most of your time speaking to new prospect accountants and bookkeepers  to understand their businesses and positioning how Xero and the partner program can work for their practice. You’ll accelerate client adoption in accounting practices, exceeding your monthly targets and manage your portfolio through specific customer engagement plans.

This role requires a minimum of 5 weekly  in person visits to prospective partners within the designated metropolitan area. The majority of your time will be spent in the field, meeting with prospective partners, hosting Xero events, attending sponsorship events representing Xero  and supporting certifications along with your community team.

Key characteristics of an ideal candidate: well-rounded, customer focused, delivers results in high growth environments, high emotional quotient, strong business acumen, effective communicator, entrepreneurial spirit, quick learner and knowledgeable in accounting practice operations.

• Represent our company’s products and services, starting with a comprehensive understanding and leading to consumer research to identify how our solutions meet needs
• Generate leads and build relationships by nurturing warm prospects and finding new potential sales outlets
• Manage and maintain a pipeline of interested prospects and engage sales ecosystem  for next steps
• Identify best practices to refine the company’s lead generation playbook
• An enthusiasm and ability for building strong relationships and rapport with customers

• Success in a B2B business development/outside sales role
• Experience working in a fast paced sales environment
• Solution selling or account management experience
• Sales expertise developed in the Financial/Accounting Software sector is highly desirable
• Knowledge of the end to end workings of an accounting practice is desirable but not essential
• CRM experience and discipline
• Welcome feedback with openness  
• Driven by success- your own, our partners and the wider business 
• Leverage the broader #team to support success
• Adept at working with others- genuinely curious and know when to adjust your style to fit different conversations/personalities
• Outstanding communication and presentation skills
• Excellent and clear writing skills
• Initiative and ability to work autonomously
• Outstanding communication and presentation skills
• Excellent and clear writing skills
• Passion for our purpose of making life better for people, small businesses, their advisors and communities around the world

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 you’d 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, you’ll 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.