Senior Manager, ABM

Job description

THE ROLE / IMPACT Design, establish, and manage Xero's global account-based marketing strategy as our Senior ABM Manager. In this role, you will drive the multi-year strategic vision for our 1-to-Many, 1-to-Few, and 1-to-1 programmes, accelerating the adoption of our platform across high-value prospects. You will be responsible for building an automated, AI-powered marketing engine that aligns closely with our outbound sales efforts to generate a high-performing pipeline. By taking strategic ownership of the global investment, you will hold shared accountability for pipeline and revenue generation across key enterprise and accounting partner channels. Your work will directly influence multi-million dollar outcomes, optimising campaigns and evolving performance indicators across all contact levels to shape the future of B2B marketing at Xero. THE TEAM / HOW THEY CONNECT You will join the Partner Acquisition Marketing team, a collaborative group spread across remote US locations and Toronto. The team is responsible for bringing new accounting and bookkeeping firms into the Xero Partner Programme and improving how they convert into productive partners. You will work cross-functionally alongside sales, performance marketing, content, martech, and finance to deliver unified, revenue-driving campaigns. THE TEAM IS CURRENTLY WORKING ON / INITIALLY, YOU WILL FOCUS ON - Transitioning the global account-based marketing motion into a modern, scalable, AI-enabled engine using tools like Clay, Claude, Unify, and AirOps. - Re-evaluating and reworking the end-to-end programme to target an expansive audience of over 150k prospects. - Refining attribution and tracking within Salesforce across leads, contacts, and accounts to provide clear visibility into campaign ROI. - Managing and guiding the development of the current ABM Manager within the team. WHERE AND HOW YOU CAN WORK This role is based in New York with a hybrid working model, offering a blend of home-based flexibility and time spent in our New York office. You will enjoy a mix of remote work and in-person collaboration to drive global growth, with occasional opportunities to travel. HERE ARE SOME OF THE THINGS WE ARE LOOKING FOR - You will bring a proven background in building and scaling account-based marketing programmes integrated within a fast-paced B2B SaaS environment. - Extensive hands-on experience with marketing technology platforms like Demandbase, Salesforce, and Clay is essential. - An early adopter mindset regarding AI utilities will enable you to design automated workflows that personalise outreach at scale. - Your deep understanding of complex buying cycles, multi-stakeholder decision-making, and the cloud data or fintech landscape will guide our strategy. - Exceptional communication skills are required to update senior stakeholders and secure executive buy-in for programmatic changes. - A strong analytical capability allows you to digest data easily and translate it into actionable strategic insights. 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: - $155,000 - $190,000 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, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks https://careers.xero.com/inside-xero/benefits-wellbeing/ 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. 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.