Sales Development Representative

Role overview

In this position, you will be the first interaction many new partners have with Xero, representing the brand at an important stage of the customer journey. Your work will focus on identifying and qualifying leads, then helping accountants and bookkeepers get started in the Partner Program so their introduction to the platform is smooth and positive.

The role also supports Xero’s growth into new market segments by building outbound pipeline opportunities and helping coordinate sales events. By uncovering the right decision-makers and carrying out detailed discovery conversations, you help lay the groundwork for long-term partner success and contribute to making small businesses more efficient.

Team environment

You will join a collaborative sales group that combines inbound and outbound prospecting to drive growth. The team works together to improve lead-generation approaches and ensure prospects are handed over efficiently to Account Executives, while maintaining a high level of service for partner firms.

Initial focus areas

• Build an early presence in a new vertical through focused outbound prospecting.
• Screen a large volume of inbound enquiries and guide them toward relevant Partner products.
• Maintain accurate prospect data in Salesforce to support reporting and analysis.
• Assist with planning and running sales-led events for the wider team.

Work style

Xero follows a hybrid working approach, blending office collaboration with the option to work from home. Team members also take part in boost days that bring everyone together for planning and connection.

What the role calls for

The ideal candidate is enthusiastic about SaaS and motivated by helping small businesses succeed through technology. Strong communication skills, a thoughtful and kind approach, and the ability to build trust with potential partners are important.

You should be proactive in finding new opportunities, comfortable working across multiple channels, and able to use analytical thinking to improve lead-generation performance. Being quick to learn new systems and adapt in a fast-moving environment is also essential.

Application note

Xero values capability, drive, and the fresh perspective each person brings, and encourages applications from people whose backgrounds may not match every requirement exactly.