Manager, Enterprise Sales (Remote, US)

The role & it's 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. 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. Compensation & Total Rewards At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits. The expected base salary range for this role in: - All States: $116,000 to $170,000 USD plus commission Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role. In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation: - Variable Pay: Permanent employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-