Account Manager

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...

In this internal sales role you will be responsible for increasing profitable sales growth within your territory - this covers both new and existing Accounting and Bookkeeping Partners. You will identify areas of opportunity and assist Partners to utilise the resources within Xero to help grow their client base on Xero. In this way, you will effectively account manage your territory to grow and retain the business to achieve the targets set.

Of course, this description is just a guide - you'll be expected to be flexible and perform any other duties as reasonably required of you by your Manager and this position description is likely to evolve and develop over time.

• Proactively identify sales opportunities of each partner, through a collaborative sales conversation using negotiation, consultant, tailoring a solution and closing business in a timely way
• Effective territory management through categorisation and prioritisation of all new and existing Accounting and Bookkeeping Partners
• Identify sales opportunities to build sales pipeline and produce accurate forecasts each month
• Grow the partner base by prospecting and proactively contacting Accountants and Bookkeepers in your allocated territory
• Actively use collaborative sales processes and tools to shape calls effectively and conduct quality calls
• Creatively identify opportunities to develop business plans to produce larger or longer term deals and work with the Partner to implement them and manage them on an ongoing basis
• Identify the difference between a sales opportunity and customer service responsibility and operate to ensure customer service matters are dealt with by the Customer Experience team
• Ensure activity targets including talk time, dials and call quality are met and be proactive to development, coaching and progression opportunities

• A Minimum of 1 year's experience in a inside telephone-based sales/account management role

• Experience in applying quality sales call techniques including tone, call shaping and control, fact finding, enthusiasm, closing and next steps
• Knowledge of accounting principles and/or the workings of an accounting practice is highly desirable
• An enthusiasm and ability for building strong relationships and rapport with customers
• Self-motivation, energy, dynamism and passion

Why Xero?

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 with benefits that support a range of lifestyle choices and requirements and the opportunity to participate in Xero's success through our Long Term Incentive scheme. Xero has rapidly expanding offices in London, Milton Keynes and Manchester and our work environment encourages continuous improvement and career development.

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 Stonewall Diversity Champion, and Disability Confident committed. So, from the moment you step through our doors, you'll feel welcome and supported to do the best work of your life.