Sales Operations Lead, UK

How you’ll make an impact

The Sales Operations Team is pivotal in driving Xero’s growth in the UK, a key market in our “3x3 Strategy,” which focuses on deepening our engagement in three key markets with three key partner segments. The Sales Operations Lead will work alongside the Senior Sales Operations Analyst to ensure alignment and effectiveness in our operations. While the Senior Analyst will focus on data structures and long-term projects, the Sales Operations Lead will concentrate on critical areas such as forecasting, territory management, segmentation, and performance initiatives tailored for the UK market. 

This role will serve as the focal point for reporting and sales queries, problem-solving, and implementing streamlined processes that directly contribute to our strategic objectives in the UK. The Sales Operations Lead will also support initiatives to land quarterly improvement projects as part of our release programme to enhance our service offer locally and have the opportunity to work with our Global Sales Operations Team on initiatives planned with a wider global impact.

Reporting to the Head of Sales Operations for UK + Emerging Markets the Sales Operations Lead (UK) will regularly collaborate with other sales operations peers in the UK and in our Emerging Markets tapping into the wealth of experience in our talented team.

• Collaborate with the Sales Leadership team to design and execute business strategies, plans, and procedures that ensure profitable, efficient, and compliant sales operations for the partner channel in the UK.
• Lead efforts in sales forecasting, ensuring accuracy and alignment with business objectives.
• Develop and manage territory strategies to optimize sales performance across the UK market.
• Implement and refine segmentation models to better identify and target key customer groups.
• A key part of annual and quarterly planning as we align the activities, tactics and structure of the sales team in the UK to the goals of the UK and wider Xero business
• Maintain accurate sales forecasting data on a weekly, quarterly, and annual basis, crucial for supporting the “3x3 Strategy.”
• Deliver insightful reports, dashboards, and ad-hoc analyses to decision-makers within the business unit, ensuring alignment with our strategic goals.
• Assist in the standardization of dashboards and reporting, enhancing speed and effectiveness in centralized reporting.
• Ensure clarity between Sales and Finance metrics across GTM teams to facilitate strategic alignment.
• Analyze performance insights from the frequency-based partner segmentation model to enhance decision-making.
• Support the implementation and utilization of Salesforce across the GTM team, providing necessary training and resources.
• Focus on continuous improvement and innovative approaches to drive efficiency in sales operations.

• Extensive experience in sales operations or related roles.
• Expertise with Salesforce and CRM tools for data management.
• Strong forecasting and data analysis skills.
• Experience in sales process optimization, territory management, and performance metrics.
• Proven track record in project management and cross-functional collaboration.
• Ability to drive change initiatives and ensure data accuracy.
• Change Leadership: Experience leading change initiatives and driving adoption.
• CRM Proficiency: Strong experience with Salesforce and CRM tools
• Forecasting & Analytics: Proven ability to forecast accurately and transform complex data into actionable insights.
• Sales Process Mastery: In-depth knowledge of the sales cycle and optimizing operations for efficiency.
• Strategic Alignment: Ability to align operational initiatives with broader business goals.
• Collaborative Skills: Proven ability to work cross-functionally 
• Problem-Solving: Strong ability to identify challenges and implement effective solutions.
• Detail-Oriented: Commitment to data accuracy and operational integrity.