Partner Development Representative

Apply; City of Melbourne; Hybrid; AUD 70,000 - 90,000; Full time

Job summary

Apply is seeking a motivated individual to identify and qualify revenue opportunities within Xero's accounting and bookkeeping partner channel. This role emphasizes managing incoming and outgoing communications effectively to ensure opportunities are handed over to the sales team efficiently.

You will contribute to a hybrid work environment, balancing remote work flexibility with regular office connections to foster teamwork and collaboration.

Come and enhance our culture and team with your skills and unique perspective, even if your experience isn’t a perfect match!

Qualifications

• Experience in a phone-based role or similar commercial position.
• Confident in managing inbound and outbound calls.
• Strong discovery and qualification capabilities.

Responsibilities

• Identify and qualify revenue opportunities for accounting and bookkeeping partner channel.
• Engage with new and existing prospects.
• Manage inbound and outbound activity effectively.

Skills

Phone-based role experience

Business development

Lead qualification

Strong communication skills

CRM tools like Salesforce

Attention to detail

Tools

Salesforce

Job description

The role / impact

You’ll play a key role in identifying and qualifying revenue opportunities within Xero's accounting and bookkeeping partner channel. The primary focus is on uncovering opportunity and handing over quality activated accounts to the sales team at the right time.

You’ll manage a mix of inbound and outbound activity, engaging both new and existing prospects to uncover potential. This includes responding to inbound Partner interest as well as proactively working outbound opportunities such as prior enquiries, dormant leads and other follow-up opportunities that may be ready to re‑engage. You’ll act as an important bridge between Partner engagement and the sales team, using strong discovery, clear qualification and consistent follow up to ensure opportunities are progressed efficiently and handed over with context and momentum.

The team / how they connect

The Partner Development team identifies and qualifies prospects for Xero’s accounting and bookkeeping partner channel. Working in a highly cross‑functional environment, the team collaborates closely with the sales team to ensure opportunities are well qualified, well documented, and set up for success.

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

• Managing inbound and outbound activity across new enquiries and dormant leads
• Vetting and qualifying prospects for Xero's accounting and bookkeeping partner channel
• Ensuring high‑quality notes, clear qualification detail, and accurate next steps are kept in Salesforce
• Delivering quality activated accounts to partner sales or partner assist teams with strong context and momentum

Where and how you can work

Xero supports a hybrid working model, balancing the flexibility of working from home with regular opportunities to connect in the office. You will work from our modern office spaces, collaborating with your team during designated boost days to share insights and best practices.

Here are some of the things we are looking for

• You bring experience in a phone‑based role, business development, lead qualification, or a similar commercial position
• A confident approach to managing both inbound and outbound calls in a consistent and timely way is natural to you
• You possess strong discovery and qualification capabilities to assess partner needs, readiness, and fit
• High ownership, a process‑driven mindset, and a strong attention to detail guide your daily work
• Your excellent written and verbal communication skills help you build trust and rapport quickly with different stakeholders
• Comfort working within structured systems, dashboards, and CRM tools like Salesforce is something you feel confident with

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.