Remote Enterprise Franchise Sales Leader

The role / impact

As the Manager, Enterprise, you will lead a field-focused team dedicated to driving deep activation and usage across our most strategic national franchise networks. Your mission is to transform high-level partnership signatures into real-world success by executing a repeatable field playbook that empowers thousands of individual offices to thrive on the Xero platform.

The role / impact

As the Manager, Enterprise, you will lead a field-focused team dedicated to driving deep activation and usage across our most strategic national franchise networks. Your mission is to transform high-level partnership signatures into real-world success by executing a repeatable field playbook that empowers thousands of individual offices to thrive on the Xero platform.

You will act as a hands-on sales coach, raising the bar on pipeline discipline and activity while developing a high-performing team of individual contributors. By partnering closely with internal success managers and cross-functional teams, you will remove friction and amplify successful strategies, ensuring Xero’s largest franchise logos become deeply activated, multi-office success stories.

The Team / How They Connect

You will lead a hungry, results-driven field team that sits at the heart of Xero’s Enterprise growth strategy, working to bridge the gap between national strategy and local office execution. This team operates in a high-rigor environment, collaborating seamlessly with Marketing, Enablement, and Operations to provide franchise partners with the tools and support they need to win.

The team is currently working on / Initially, you will focus on

• Developing and refining coverage models and playbooks to go deep and wide across large, multi-location franchise networks.
• Establishing a high-rigor operating cadence including weekly 1:1s, call coaching, and pipeline reviews to keep office-level conversions on track.
• Driving the adoption of key ecosystem solutions like Melio and Syft to ensure offices understand the full value of the Xero platform.
• Collaborating with Marketing to design and launch regional "activation sprints" and "office blitzes" that drive rapid product usage.

Where And How You Can Work

This is a remote position based in the US, offering you the flexibility to work from home while maintaining a strong field presence. You will spend significant time virtually and in-person shadowing your team, modeling best practices during partner meetings, and building relationships across your allocated territory.

Here are some of the things we are looking for

• You bring a proven track record of leading and coaching front-line sales or partner success teams within B2B SaaS or FinTech environments.
• A process-driven mindset is essential, with a natural inclination for CRM hygiene, data-driven decision making, and structured operating rhythms.
• You possess the ability to navigate complex, matrixed environments, specifically understanding the dynamics of large franchise or national accounting organisations.
• Your communication style is both inspiring and influential, allowing you to align internal stakeholders and motivate partner offices toward shared goals.
• You demonstrate a "field-first" approach, enjoying the process of getting into the details of deals and providing real-time feedback to help your team grow.
• A bias for action defines your work style, as you take full ownership of your portfolio and treat your team’s territory like a business you own.

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.

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