Director, Partner - US GTM

The role / impact

As the Director of Partner GTM for the US, you will serve as the strategic architect and commercial owner for the entire US partner channel lifecycle. You will provide unified leadership across both our New Business acquisition and Partner Success organisations, shaping a cohesive go-to-market strategy that drives market penetration, revenue growth, and long-term partner value.

This pivotal role is accountable for building a world-class sales and success culture, developing a pipeline of future leaders, and ensuring the US partner channel exceeds its ambitious growth and retention targets. Operating as a key member of the Americas leadership team, you will work closely with senior leaders across the business to execute growth strategies that make a tangible difference to small businesses and advisors.

The team & how they connect

You will lead a unified organisation comprising the Account Executive teams focused on new business and the Partner Success teams dedicated to account management. This group works collaboratively to maximise growth and market share, ensuring a seamless journey for our accounting partners from initial acquisition to long-term success and expansion.

The team is currently working on / Initially, the role may focus on

• Developing and owning the comprehensive US go-to-market strategy, integrating both new business acquisition and existing partner success motions to maximise growth.

• Driving a culture of high performance and accountability for all KPIs across the sales funnel, interpreting data to identify systemic opportunities.

• Leading the hiring, coaching, and development of sales professionals and managers to build a robust and diverse talent pipeline.

• Collaborating with Marketing, Product, and Operations to interpret complex data and implement scalable solutions for prospecting and partner development.

Where and how you can work

This role supports our US operations and requires close collaboration with the Americas leadership team. We believe in a flexible working environment that balances collaboration with autonomy. You will have access to our office spaces for connection and team 'boost' days, while maintaining the flexibility to work remotely as needed to suit your lifestyle and business requirements.

Here are some of the things we're looking for, for this role

• You bring a significant track record of success leading high-performing sales and success organisations, specifically covering both new business acquisition and account management.

• Demonstrable experience managing other people leaders and developing a strong leadership bench is essential for this position.

• Possessing strong strategic and financial acumen, you are able to manage a full P&L or complex revenue book and deliver accurate forecasting.

• You are known for creating energised and unified team environments, with exceptional skills in coaching individual contributors and managers alike.

• Outstanding communication and negotiation skills allow you to influence senior executives and build relationships with major partners.

• Knowledge of SaaS sales models and the accounting or small business technology landscape in the United States is strongly preferred.

Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.