The role involves demonstrating Xero's payroll solutions, managing relationships with partners, and driving sales opportunities while ensuring customer satisfaction and effective training.
Our Purpose
At Xero, we’re 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, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world.
We’re looking for a payroll solutions expert with strong sales acumen to join Xero’s sales organization. In this Partner Consultant role, you’ll partner directly with Account Executives to help prospective customers choose Xero by applying your deep payroll knowledge during the sales process.
At Xero, the customer is the cornerstone of everything we do — and you’ll play a key role in helping businesses discover and adopt Xero’s payroll solutions. As the subject matter expert (SME), you’ll understand customer needs, present tailored solutions, and demonstrate how Xero’s payroll offerings solve real business challenges. Your expertise will build customer confidence and help advance deals through the pipeline to close.
This is a sales role focused on influencing, educating, and guiding prospective customers to switch to Xero. You’ll spend up to 25% of your time traveling to meet customers, attend events, and support payroll solution demos and training, plus an additional 10% for internal sales meetings and enablement.
The ideal candidate brings deep payroll expertise, understands accounting and small business operations, and thrives in a sales environment. You’re skilled at translating complex payroll concepts into clear, value-based product conversations, building strong relationships, and asking the right questions to uncover customer needs. Above all, you bring curiosity, professionalism, and a passion for helping businesses grow with Xero.
What you’ll do:
- Demonstrate Xero’s payroll solutions in both pre- and post-sales contexts to accountants, bookkeepers, and direct businesses.
- Work closely with external stakeholders to ensure deeper adoption of our payroll platform within an accounting practice & businesses.
- Engage in regular face-to-face, virtual, and phone meetings with relevant internal and external stakeholders to manage project priorities.
- Assist partners with data conversions through detailed project planning and training guidance.
- Handle partner technical questions and escalations.
- Educate partners on all partner resources available.
- Actively prospect for and generate new sales opportunities, leveraging existing client relationships to upsell and cross-sell additional payroll products and services.
- Update CRM systems with all client communications, including calls, emails, and meetings.
- Maintain and update CRM systems with all practice staff and contact details.
- Respond in a timely manner to all partner inquiries.
- Manage the creation of resources (processes/videos) for frequently asked questions from partners.
Success looks like:
- Earning the trust of our accounting partners & direct businesses and assisting them on converting into and utilizing Xero’s payroll products.
- Presenting full go-to-market solutions for our accounting partners to use with their clients.
- Managing multiple ongoing projects related to our accounting partners and internal resources.
- Analyzing and recommending solutions for internal and/or client workflow efficiencies.
- Nurturing relationships with our accounting partners through attending events and hosting customized workshops.
- Consistently meeting and exceeding individual sales goals and KPIs related to new business, upsells, and cross-sells.
Critical competencies:
- Industry Expertise: Deep industry and customer knowledge for the emerging cloud accounting and payroll markets and their potential;
- Building relationships: A natural tendency towards building mutually beneficial partnerships and ability to create quick, strong rapport with accountants and other stakeholders
- Productivity: Results driven with strong initiative and ability to work independently, ability to manage complexity and prioritization across the org
- Collaboration & teamwork: Proven ability to collaborate effectively, drive solutions in partnership with Sales teams, influence others to achieve positive results for customers and Xero
- Expert presenter: Outstanding communication, planning and presentation skills
- Solution orientation: Capacity to learn, adapt and apply ideas in constantly morphing situations, able to inform solutions and discern technical opportunities
Experience:
- Preferred: 3+ years of accounting, public accounting
- Preferred: experience in B2B SaaS Customer Success, Account Management, or Sales with a track record of driving retention and expansion revenue
- Payroll-specific expertise is essential
- Strong knowledge of the workings of an accounting practice and systems
- CPA certification a plus
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.
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