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.
How you’ll make an impact
Xero is seeking a visionary leader adept at navigating complex organizational landscapes, driving technological innovation, and fostering collaborative cross-departmental relationships to achieve strategic business goals.
As the Director/Senior Director, Sales Operations Execution, you will lead and oversee strategic sales initiatives and programs within the Revenue Operations department. This role requires a seasoned professional with exceptional leadership skills and a strong background in GTM Operations, Systems & Technology.
The ideal candidate will specialize in reviewing, analyzing, and evaluating business processes and user needs, with a strong focus on creating solutions that enable and optimize overall business strategies. Your success will be marked by your ability to drive the creation of conceptual/logical process models and support the process & systems ecosystem, ensuring cross-functional projects are executed successfully and align with Xero’s broader business objectives.
What you’ll do
Program Leadership and Strategy:
Lead strategic sales initiatives and programs, aligning them with overall sales strategy and business goals.
Utilize past experience in sales, marketing, and operations, along with analysis of the organization's current state, to make data-driven recommendations for process, system, and technology optimization.
Technology and System Evaluation (In partnership with our Customer Technology Team):
Evaluate new technology and system requests, ensuring they meet the needs of Go-To-Market teams and support Xero’s growth strategy.
Drive the creation of business requirements for sales projects and enhancements.
Manage and execute user acceptance tests, including data and cases, and identify relevant performance metrics.
Review systematic solutions designed by the Customer Technology team to ensure they meet business needs and success criteria.
Cross-functional Collaboration and Engagement:
Collaborate with various departments to align program objectives with business needs.
Engage with operational leadership and process owners to design solutions that enhance efficiency, enforce compliance, and support scalability and growth.
Represent the business strategy and Revenue Operations in cross-departmental projects, providing expertise on federated sales systems.
Sales Process and System Optimization:
Analyze and optimize sales processes for improved performance and efficiency.
Articulate business cases for system enhancements using impact and ROI assessments, prioritizing the system roadmap and backlog of work.
Lead the intake and prioritization process and facilitate trade-off discussion for systems-related requests, aligning with the Go-to-Market strategy for Sales & Revenue Operations teams.
Change Management and Adoption:
Develop and implement change management strategies for new processes, tools, or initiatives, ensuring smooth adoption and minimal disruption to sales operations.
Facilitate training and enablement efforts to ensure effective adoption of new systems and processes.
Performance Analysis and Optimization:
Define and measure KPIs for program effectiveness.
Make data-driven recommendations for optimization and continuous improvement. Success looks like
Effective Implementation of Sales Strategies: Demonstrated success in developing and executing sales strategies that align with global business goals and result in measurable growth in sales revenue and market share.
Optimized Sales Processes and Systems: Evidence of streamlined and efficient sales processes through the successful integration and optimization of sales systems and technology. This includes positive feedback on the ease of use, effectiveness, and impact on sales performance.
Strong Cross-Functional Collaboration: A track record of fostering strong relationships and effective collaboration between sales, marketing, finance, customer technology, and other departments. This should result in integrated strategies and initiatives that support overall business objectives.
High Adoption Rate and Positive ROI on New Initiatives: Successful implementation and high adoption rates of new systems, tools, and processes within the sales team. This includes demonstrating a positive return on investment (ROI) for these initiatives and a clear contribution to the company’s growth and efficiency. What you’ll bring with you
Critical competencies:
Superb process & systems thinkingStrategic thinker with a focus on driving results.
Analytical mindset with a knack for problem-solving.
Excellent decision-making and risk management skills.
Strong interpersonal skills and the ability to influence and inspire teams.
Adaptable and resilient in handling challenges and changes.
Experience:
Bachelor's degree in Business Administration, Management, Information Systems, or related field
Proven track record (10+ years) in sales operations/revenue operations, program management, systems & technology, or a related role, with demonstrated experience leading complex initiatives
Proven experience (8+ years) in business process design & improvement
Strong understanding of sales processes, CRM systems, and overall GTM systems & technology.
Excellent leadership and team management skills.
Strong experience in project management methodologies and tools (e.g., Agile, Scrum).
Proven experience managing sales and marketing systems implementation, data and business process design.
Excellent oral and written communication skills, as well as presentation skills; ability to lead cross-departmental meetings and executive briefings. Often takes a leading role in senior level presentations with management teams.
Exceptional stakeholder management skills with a strong ability to facilitate prioritization and trade-off discussions.
Demonstrated strong project management skills in working with teams to design, scope, and shepherd projects from inception to deployment.
Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively. 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 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.
