Head of Sales, Canada

Xero; Toronto; On-site; CAD 178,000 - 236,000; Full time

Benefits offered by this job

Wellbeing days

Generous leave

Professional development budgets

Equity program (RSUs)

Job summary

Xero Canada is seeking a Head of Sales to lead the region’s performance, focusing on the accounting and bookkeeping partner channel. You will own partner sales, account management and new business development, reporting to the Country Manager.

In this senior role you will translate the three-year Canadian strategy into annual targets, build national partnerships with top firms, coach sales leaders, and collaborate with product, marketing and finance across Toronto and Calgary.

Qualifications

• Proven executive leadership experience guiding sales teams and performance.
• Experience navigating a matrixed organization with global stakeholders.
• Strong coaching orientation for people managers and high performers.
• Excellent communication and presentation skills; able to engage C-suite partners.
• Track record of data-driven strategic choices and local execution.

Responsibilities

• Translate the three-year strategy into actionable annual sales targets and plans.
• Nurture national partnerships with Canada's largest accounting firms.
• Coach and develop sales leaders and account managers for data-driven performance.
• Collaborate with global product and marketing teams to refine product-market fit and GTM efforts.

Skills

Executive leadership

Cross-functional influence

Coaching and development

Communication and presentation

Data-driven decisions

Accounting workflows knowledge

Job description

The role / impact

As Head of Sales, Canada, you will drive the overall performance and success of Xero across the region, with a primary focus on our accounting and bookkeeping partner channel. Reporting to the Country Manager, you will hold end-to-end accountability for partner sales, including partner services, enterprise accounts, account management, and new business development. By leading a high-performing team and aligning with global strategy, you will help small businesses and their communities thrive.

In this senior leadership role, you will champion our Canadian market strategy, turning a three-year vision into clear annual goals and targets. You will also serve as a key voice for Xero Canada, managing national partnerships with top accounting firms, collaborating closely with cross-functional executive teams, and acting as an occasional spokesperson at industry events.

The team / how they connect

You will lead a sales and account management team across Canada that supports accountants, bookkeepers, and small businesses. The team works in close collaboration with global marketing, product, operations, and finance functions to deliver tailored customer journeys. Together with senior Canadian leaders across product, engineering, and people experience, you will help nurture a healthy, supportive culture across our Toronto and Calgary hubs.

Initially, the role will focus on

• Translating our three-year Canadian strategy into actionable annual sales targets and operational plans.

• Nurturing national partnerships with Canada's largest accounting firms to build mutually beneficial relationships.

• Coaching and developing sales leaders and account managers to maintain a data-driven, supportive performance culture.

• Partnering with global product and marketing teams through planning forums to refine Canadian product-market fit and go-to-market execution.

Where and how you can work

This role offers a flexible hybrid working model based out of our Toronto or Calgary offices[cite: 1, 3]. You will spend regular time in the office to connect, collaborate, and build team culture during key in-person moments and boost days, alongside flexible options to work from home[cite: 1, 3].

Here are some of the things we are looking for

• Proven executive leadership experience guiding sales and customer success teams to achieve ambitious performance goals.

• A track record of operating in a matrixed organisation with the ability to influence cross-functional global stakeholders.

• You bring a strong coaching orientation and a dedication to developing people managers and high-performing sales professionals.

• Exceptional communication and presentation skills, with comfort acting as a strategic spokesperson and C-suite partner.

• Demonstrated success in making data-driven strategic choices and translating high-level strategy into local execution.

• Experience within or deep knowledge of accounting practice workflows and cloud software systems is an advantage.

At Xero, we value the impact and skills you bring to the team. We believe in a Total Package philosophy - ensuring your value is recognized through a holistic lens that includes base salary, performance incentives, and world-class benefits.

The expected base salary range for this role is CA$178,200 – CA$236,000 plus commission

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: World-class health, wellness, and retirement programs. Xero Perks including Wellbeing days, generous leave, and dedicated professional development budgets.

This is a posting for an existing vacancy.

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.