Partner Development Representative Manager

| Greater Denver Area

Our Purpose
At Xero, we're here to make running a business beautiful. By making small business more efficient every day, connecting them with big business technology and empowering a community behind them, their potential is limitless. When that happens, we're not only helping small business, we'll be building a stronger economy that can change the world.
How you'll make an impact
Xero is looking for a Partner Development Manager to coach and scale our team of high performing Partner Development Representatives (PDRs). As PDR manager, you'll be responsible for working alongside our PDR team to develop and execute our pipeline generation & partner recruitment strategy. Additionally, you'll develop and execute strategy to drive adoption of Xero's Partner Program and implement on-boarding best practices for Accounting and Bookkeeping partners.
The ideal candidate is someone who can lead a team of sales representatives in Xero's high growth, fast-paced environment. You are a strategically sharp and thoughtful leader who excels in solving the challenges of your PDR team and Xero's partners (customers). You have proven experience in leveraging a consultative approach.
Your team will create inbound and outbound pipelines for Account Managers and Senior Account Managers. Through your coaching and execution of strategy, PDRs will have the tools and knowledge needed to meet and exceed pipeline goals.
What you'll do

  • Serve as PDR's day-to-day mentor and coach. Monitor inbound pipeline management and assist in building prospecting lists for outbound lead activity. Shadow PDR's calls to drive adoption of Xero's Partner Program and overcome partner objections, resulting in new business pipeline
  • Recruit, coach, and retain high caliber PDR talent, developing Xero's next generation of sales leaders
  • Onboard and train all new hires
  • Develop PDRs sales skills and product knowledge
  • Manage and track PDR's activity, ensuring KPIs are attained. Use Salesforce to manage lead pipeline
  • Work closely with Marketing, Sales Ops, and other cross functional teams to implement solutions and develop strategy
  • Engage and liaise with Senior Account Managers (SAMs) and Regional Director (RD) regarding the on-boarding of these Partners, including booking Xero introductory presentations for SAMs and RDs
  • Act as the conduit between the PDR team and Xero Product Development and Xero Customer Experience teams
  • Be the go-to person for the team on day to day operational issues
  • Oversee administrative team management for reporting line
  • Motivate and assist the team to ensure monthly targets are achieved
  • Work closely with the RD and Sales Operations Manager to identify and improve our current processes
  • Ownership for the escalation of issues from the team to the RD
  • Collate feedback from Partners on feature requests and relay through the appropriate channels
  • Update CRM system with all client communications including calls, emails and meetings.Work with the RD to showcase the values expected within Xero

Success looks like
Building strong relationships with Partners ensuring they have a first class on boarding experience, providing education of Xero's product offering, showcasing Xero updates and introducing these new accounts to their Account Managers.
What you'll bring with you
Critical competencies

  • Strong ability to build rapport.
  • Loads of initiative and ability to work autonomously.
  • Outstanding communication and presentation skills.
  • Solution driven mindset.
  • Process driven and takes ownership.
  • Passion and desire to make a difference.


  • 2+ years experience as a BDR or SDR manager
  • 3-5 years sales experience and CRM knowledge.
  • Knowledge of Accounting and Bookkeeping practices and processes.

Why you'll love Xero

Diversity of people brings diversity of thought and we like that. A collaborative and inclusive environment is important to us. Working at Xero will provide you with a diverse and inclusive environment alongside people who will respect, challenge and support you to have fun while you do the best work of your life. We are a place where personal development, innovation, and change are not only inspired but also celebrated. We value our people and want them to enjoy and take pride in their work.
We have a unique and special culture based around our values (#ownership, #challenge, #beautiful, #human and #champion) and offer a number of other great benefits and perks including Xero shares.
So if you want to hear more and get the opportunity to help shape the next phase in the Xero success story please apply!

Xero is an Equal Opportunity Employer.

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Technology we use

  • Engineering
  • Sales & Marketing
    • .NETLanguages
    • C#Languages
    • JavaLanguages
    • JavascriptLanguages
    • KotlinLanguages
    • PythonLanguages
    • SqlLanguages
    • ASP.NETFrameworks
    • SalesforceCRM


Just a quick walk from Union Station, our US HQ is located in the heart of Denver's LoHi neighborhood surrounded by local shops and restaurants.

An Insider's view of Xero

How would you describe the company’s work-life balance?

Getting things done for our customers is always top of mind, but Xero understands that starts from taking great care of ourselves as well. Having the ability to work from home when needed, wellness days, and events like office walks and 10 minute massages show that life (and living it!) helps us contribute and innovate better at work.


Product Owner

What projects are you most excited about?

Right now, I'm most excited to work on our Denver Roadshow. I've worked with our Colorado Account Manager to connect with Colorado's leading accounting and bookkeeping firms and drive attendance to this event right here in Denver. Our goal is to build up our network and educate the community on all Xero has to offer!


Partner Development Representative

What makes someone successful on your team?

If you’re hungry to learn more, have a brilliant idea, or are passionate about a particular project, just dive in head first. Xero values people who are do-ers, who want to roll up their sleeves and #champion an initiative through from beginning to end.


Integration- GTM Lead

What is your vision for the company?

Xero is on a mission to support our communities by helping small businesses succeed. To do that well - we hire passionate people who engage directly with our customers every day. Leveraging innovative technology to simplify accounting isn't enough – we want to build beautiful experiences that solve the most pressing needs of our customers.


Chief Platform Business Officer

What are Xero Perks + Benefits

Xero Benefits Overview

Xero offers a variety of benefits aimed at helping our employees maintain their physical, financial and mental wellbeing, allowing them to bring their best selves to work each day

Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Xero allows employees to set aside pre-tax dollars for medical and dependent care expenses. $2,650 annual limit for healthcare FSA
Disability Insurance
Xero's long and short term disability plans provide income protection at 60% of annual base salary
Dental Benefits
Cigna dental PPO plan
Vision Benefits
VSP vision plan
Health Insurance Benefits
Xero offers a variety of health plans including Cigna HSA, Cigna PPO, and Kaiser HMO for Colorado and California employees
Life Insurance
Provided to Xero employees at no cost. Coverage for each employee of 2x annual base salary up to $500,000
Wellness Programs
Xero will fund up to $300 annually in employee health reimbursement account to be used toward a health improvement activity including gym membership, mental, physical or financial health
Retirement & Stock Options Benefits
401(K) Matching
Xero will match 100% on the first 3% contributions plus 50% match on next 2% of contributions
Company Equity
All Xero employees are granted Restricted Stock Units at a certain percentage of their base salary which vests over a 3 year period
Child Care & Parental Leave Benefits
Generous Parental Leave
Eight weeks paid leave for primary caregiver. Two weeks of paid leave for secondary caregiver
Vacation & Time Off Benefits
Generous PTO
Xero offers 21 days of paid time off, 5 wellness days, as well as 11 paid holidays per calendar year. We also participate in a company wide shut down between Christmas and New Years Day
Paid Volunteer Time
Xero encourages employees to give back to our communities by providing 8 hours of paid volunteer time per year
Paid Holidays
11 paid holidays per calendar year
Paid Sick Days
Each employee is granted 5 wellness days per year in addition to our generous PTO
Perks & Discounts
Casual Dress
You'll typically catch our employees rocking jeans and a Xero t-shirt!
Commuter Benefits
Set aside pre and/or post tax dollars for commute related transit, parking and bike expenses
Company Outings
Annual holiday party, as well as a summer celebration!
Game Room
Video games and ping pong table in lounge
Stocked Kitchen
You find a variety of fruit, chips, nuts, snack bars, sodas and iced tea in the Xero kitchen
Some Meals Provided
Breakfast each Tuesday and lunch every Thursday from a variety of local vendors
Happy Hours
Happy hour starts every Friday at 4!
Fitness Subsidies
Our monthly health reimbursement plan can be used towards your fitness membership or a variety of other health related wellness programs
Professional Development Benefits
Job Training & Conferences
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