Head of Sales Operations

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.