Head of Sales Operations - Americas

The role / impact
You aren't just supporting sales; you are the engine driving the go-to-market machine for the US and Canada markets. As the operational leader for Partner Sales in the Americas and a strategic right-hand to the Americas Sales Leadership team and Managing Director you act as the essential conduit between global operations marketing and regional partner sales—ensuring that strategy translates into execution and that regional growth becomes predictable not aspirational.
You will serve as the regional voice of truth providing the executive presence and analytical backbone needed to challenge the status quo and influence seller behaviour through data. By shifting the organisation toward predictive forward-looking insights you enable leadership to see around corners and make high-quality decisions that drive revenue. You are the architect of a resilient sales operating system positioning the region to lead the transition to complex multi-product partner engagements.
The team / how they connect
You will be a key member of the Global Sales Operations organisation partnering closely with the Regional Strategy and Operations function and Global Centers of Excellence. You will build and mentor a high-performing Sales Operations team fostering a culture of accountability and continuous improvement while driving clarity and focus for seamless execution.
Initially you will focus on:
Establishing a rigorous regional Rhythm of the Business (RoB) including weekly and monthly business reviews that drive accountability and performance visibility. Designing and optimising the regional coverage model and territory strategy across the US and Canada. Leading the transformation of sales readiness to support complex multi-product partner engagements. Owning incentive design and administration (targets SPIFs rebates) to drive specific seller behaviours aligned to growth objectives.

• Owning Salesforce as the single source of truth driving data integrity hygiene and consistent reporting across all regional functions.

• Championing sales innovation by trialling and scaling AI agents automation tools and advanced analytics to increase field productivity.

Where and how you can work
Xero is continuing to acknowledge the importance of the physical office as a place for community and connection. Our hybrid work model includes "boost days" where teams come together in our modern office spaces to collaborate and solve problems. You will have the flexibility to balance remote work with meaningful in-person engagement in your local region.
Here are some of the things we are looking for

• 10+ years of leadership experience in Sales Operations Revenue Operations or Sales Leadership within a high-growth SaaS environment.

• Deep understanding of SaaS revenue models (LTV CAC churn) and the ability to connect operational metrics to financial outcomes.

• Proven ability to act as a voice of truth delivering objective data-backed insights to senior leaders including the Managing Director and Americas Sales Leadership and influencing decision-making.

• Expert-level ownership of CRM and BI ecosystems including Salesforce as the single source of truth alongside tools such as Tableau Snowflake and DBT.

• Advanced experience in forecasting performance analytics and data modeling with a strong grasp of data science concepts.

• Proven track record managing complex go-to-market architectures and leading business model transformations including shifts to multi-product sales motions.

• Experience designing and operating incentive programs (targets SPIFs rebates) to drive measurable changes in seller behaviour and performance.

• Demonstrated ability to build trust with senior executives and develop high-performing scalable teams.

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.

What We Do

Xero is small business accounting software that provides a platform on which businesses can build a fully integrated solution. It’s designed to make life better for people in small business their advisors and communities around the world. Xero minimises tedious admin by automating routine tasks delivers valuable insights when needed and brings together business data trusted advisors and powerful apps in one intuitive platform. By alleviating pain points Xero empowers small business owners to supercharge their business simplifying the complex and freeing up time from manual admin so they can focus on what really matters to build the business they’ve always envisaged.

Why Work With Us

Xero is a human-centric organization where you’ll have a tangible impact on the success of small businesses and their communities globally. Our team of energised forward-thinkers work to make life better for our customers and each other every day. We’re also always committed to supporting you with a flexible environment.

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