Partnerships Director

The role / impact

As a Partnerships Director, you will lead the development of unique deals and go-to-market strategies to source, sign, and grow revenue-generating relationships. You will act as a high-velocity hunter, identifying and securing novel approaches to market to help scale financial software for the small business market and drive new customer acquisition.

You will lead market scanning and lead qualification for a diverse pipeline of partners, including IT service providers, franchises, and associations. By negotiating complex commercial terms and creating innovative business case models, you will secure first-of-a-kind deal structures that build a stronger economy and empower the small business community.

The team / how they connect

You will work in a dotted-line capacity with the Managing Director of North America Sales to bolster regional growth efforts. Our team operates cross-functionally with Sales, Operations, and Marketing to ensure our partners are set up for scalable success. We value a coordinated approach, seeking diverse perspectives and nurturing positive relationships to create a lasting impact.

The team is currently working on / Initially, you will focus on

• Identifying and securing a robust pipeline of new opportunities across IT services, franchises, and associations.

• Executing a variety of referral and distribution deals to materially contribute to company revenue goals.

• Developing playbooks and improving the systems and processes that the channel team depends on to scale.

• Collaborating with Finance on creative business case modelling to secure approval for high-stakes, first-of-a-kind deals.

Where and how you can work

Xero supports a flexible working environment, including hybrid options and use of our modern office spaces. We encourage team members to engage through boost days and coordinated team activities to maintain our strong culture of connection.

Here are some of the things we are looking for

• You bring a track record of negotiating complex commercial terms and building consensus in high-stakes situations.

• Your background includes extensive knowledge of the FinTech or business technology fields, specifically within B2B or B2B2C environments.

• You possess the ability to lead cross-functional strategy initiatives and present complex analytical findings to senior leadership.

• You have a natural drive for closing new business and operate with a strong sense of commitment and urgency.

• You are a pragmatic thinker who can mentor others and share your channel experience to help a growing team scale.

• You demonstrate an ability to deliver results and manage change within a fast-paced, expanding industry.

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.

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:

• California: $186,200 - $232,700 USD

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-based cash or equity (RSUs) incentives depending on your role level, and company performance.

• Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO. Xero also provides eligible employees with Wellbeing leave, volunteer leave, holidays, paid parental leave. Further information included on our Xero Perks page.

Xero uses AI to help screen applications based on job-related qualifications. These tools assist our recruiters but do not make automated hiring decisions. A human recruiter reviews all candidates before any hiring action is taken.