Sales Development Specialist

Xero; City of Melbourne; On-site; AUD 70,000 - 110,000; Full time

Job summary

Xero in Melbourne is seeking a results-driven sales professional to drive growth by creating new revenue streams across small and medium business accounts. You will conduct high-volume outbound outreach, promote integrated payment and financial solutions, and manage conversion pipelines.

You will work with Marketing, Data Science, and Customer Success to target accounts, using Salesforce to track metrics and optimize messaging.

Qualifications

• Direct experience in sales, customer success or business development roles with a focus on active outbound prospecting and building pipelines.
• Comfort operating in a fast-paced environment while meeting consistent activity and target metrics.
• Strong consultative communication skills to uncover customer needs and explain product benefits clearly.
• Proven track record of pipeline management and tracking conversion metrics in CRM systems like Salesforce.
• A self-motivated approach to sales activity combined with a collaborative mindset to share best practices with your team.

Responsibilities

• Executing high-volume outbound campaigns to engage assigned small business accounts.
• Promoting integrated payment and financial solutions including Stripe and GoCardless.
• Managing conversion pipelines using curated account lists provided by data science teams.
• Applying structured sales methodologies to track metrics and achieve target goals.
• Maintain Salesforce records and provide insights to optimise messaging and conversions

Skills

Outbound sales

CRM proficiency

Consultative selling

Pipeline management

Team collaboration

Tools

Salesforce

Stripe

GoCardless

Job description

The role & it's impact:

In this role you will drive measurable growth by creating new revenue streams across small and medium business accounts. Through high-volume outreach, you will introduce key product integrations to existing customers, helping them streamline their operations and unlock platform value.

By connecting clients to advanced financial tools, you will increase product penetration while delivering strong commercial outcomes. Your proactive efforts will directly support our customer success strategy while helping small businesses thrive with Xero.

The team & how they connect:

You will join a focused team dedicated to expanding small business adoption across the country. The team works closely alongside Marketing, Data Science, and the wider Customer Success team to turn customer insights into effective outbound campaigns. Together, they combine data-driven curated targets with high-energy engagement to expand our ecosystem footprint.

Initially, the role will focus on:

• Executing high-volume outbound campaigns to engage assigned small business accounts.
• Promoting integrated payment and financial solutions including Stripe and GoCardless.
• Managing conversion pipelines using curated account lists provided by data science teams.
• Applying structured sales methodologies to track metrics and achieve target goals.
• Maintain Salesforce records and provide insights to optimise messaging and conversions

Where and how you can work:

Xero supports flexible working environments with modern office spaces designed for collaboration and connection. You will enjoy a hybrid work pattern, balancing focused work from home with regular collaborative boost days in the office to connect with the team around you.

Here are some of the things we are looking for:

• Direct experience in sales, customer success or business development roles with a focus on active outbound prospecting and building pipelines.
• Comfort operating in a fast-paced environment while meeting consistent activity and target metrics.
• Strong consultative communication skills to uncover customer needs and explain product benefits clearly.
• Proven track record of pipeline management and tracking conversion metrics in CRM systems like Salesforce.
• A self-motivated approach to sales activity combined with a collaborative mindset to share best practices with your team.

At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team so we encourage you to apply even if your experience isn't a perfect match!