Strategic Business Development Representative

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.

As a Strategic Business Development Representative (BDR) at Xero, you will be responsible for creating and executing on a strategic plan to generate demand for our platform and solutions in a defined territory or market segment. You will work to generate prospects and qualify leads that translate to revenue opportunities for our Senior Account Executive team.

You will act as a thought leader in your defined territory, representing Xero at our own and partner events, and establish a credible profile in the industry to attract high value partners to our business, and grow our market share. 

What you’ll do:

• Plan and execute on a strategic plan to generate demand for our platform solutions. This may include marketing, events, targeted use of prospecting lists etc. that are to be led and created by you.
• Make daily outbound calls to prospective accountants and bookkeepers, or subsidiaries in Enterprise networks and agreements, in order to generate qualified opportunities for the Account Executive team.
• Create a strategic approach to field work where you identify micro neighborhoods that you can complete cold/warm drop ins with an intent to convert these leads to partners.
• Capable of delivering a high-level demonstration of Xero and how it would benefit a potential Partner in order to make sure they Use a variety of channels to reach prospects including phone, email, and social media.
• Meet weekly with your territory POD to review and evaluate prospects, timelines, and any obstacles you may need to overcome as a unit. Conduct research on potential partners and identify key decision-makers within the organisation.
• Maintain accurate records of all prospecting activities and track progress in our CRM, SFDC
• Collaborate with the sales team to develop and refine the lead generation strategy
• Generate leads and build relationships by nurturing warm prospects and finding new potential sales outlets
• Manage and maintain a pipeline of interested prospects and engage sales ecosystem for next steps
• Identify best practices to refine the company’s lead generation playbook
• An enthusiasm and ability for building strong relationships and rapport with customers

Success looks like:

• High productivity levels, regularly achieving or exceeding monthly and quarterly quotas, demonstrating effectiveness in creating demand and contributing to team success
• Excellent call quality and handover to the Senior Account Executive team
• Up to date records of all prospecting activities in SFDC enabling better tracking and analysis efforts
• High delivery of new active or potential partners to sales representatives

Critical competencies:

• Excellent communication skills, both written and verbal.
• Strong work ethic and ability to work in a fast-paced environment.
• Ability to quickly learn and adapt to new technology and software.
• Detail-oriented with strong organizational skills.
• Forms trusting relationships with stakeholders
• Strategically minded by anticipating stakeholder needs, risks and dependencies while problem solving for solutions 

Experience:

• Bachelor's degree or equivalent professional experience preferred
• Prior experience in a SaaS company or entry-level sales position preferred but not required.
• Familiarity with CRM systems - Salesforce
• Demonstrated experience in generating business leads through multiple channels
• Proven ability to develop targeted strategies for each channel, effectively reach potential customers, and drive interest in products or services.
• Strong analytical skills to assess channel performance and optimize approaches for maximum lead generation

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.