Job description
Our Purpose
At Xero, we’re here to help you supercharge your business. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world.
How you’ll make an impact
The Pricing, Packaging, and Commercial role will assist us in continuing to strengthen our commercial, packaging and pricing capability. Reporting to the SVP Pricing, Packaging and Commercialisation Strategy you have dual roles: one leading pricing and packaging strategy for the US, and the other assisting on pricing of payments globally. You will work closely with the US Leadership team, the Global Pricing and Packaging team, the Payments Leadership team, Finance, and product commercial roles.
You will have a broad range of skills and be equally comfortable analysing and synthesising commercial, packaging and pricing insights; setting our commercialisation, pricing and packaging strategy; and engaging with senior stakeholders across Xero to drive alignment on commercial, packaging and pricing recommendations. You will work with the Product and Customer teams to bring new propositions to market, with a focus on delivering key commercial outcomes. You will work with other members of the Pricing, Packaging, and Commercialisation team to ensure Xero makes the right trade-offs in commercially optimising our portfolio of propositions and executing on our packaging and pricing strategy, delivering on our revenue, profitability and ARPU targets.
What you’ll do
- Working with the rest of the Pricing and Commercialisation team and US Leadership team, develop our overarching commercialisation framework and pricing and packaging strategy for the UK
- Work with Product teams to develop business cases for new propositions across Xero, ensuring the proposals are consistent with our overarching commercialisation framework
- Lead day to day pricing execution (including regular price changes), including implementation of packaging and pricing changes in line with our Packaging and Pricing strategy
- Work with the GTM regional teams and Revenue Operations to shape and optimise our product mix across regions and channels
- Engage and work closely with key Strategy, Finance, Customer, Regional and Product colleagues to ensure alignment over product commercialisation and GTM activities
- Monitor, track and report on competitor pricing activity to inform our pricing recommendations
- Work with our Voice of Customer team to drive customer research into packaging and pricing
- Manage day to day governance around commercialisation, packaging and pricing decisions
- Represent our commercialisation, packaging and pricing capability internally and provide input into other relevant Xero projects
- Input into strategy and prioritisation of technology systems supporting our packaging and pricing
- Provide inputs into various pricing, packaging, and commercialisation projects
Success looks like
- Ultimate success is assistance in delivering key Xero commercial outcomes directly linked to our commercialisation, packaging and pricing strategy and implementation - revenue, ARPU, product mix, customer acquisition and success of new propositions that Xero brings to market.
What you’ll bring with you
- 6+ years experience in pricing execution and commercial management roles, at least 2 in payments specific pricing roles
- Deep understanding of payments pricing
- Understanding of packaging and pricing strategies, methodologies and tools
- Experience collaborating with a diverse stakeholder group to realise commercial outcomes
- Demonstrated experience in developing and evaluating packaging and pricing scenarios, commercial options, and roadmaps for both short and long term planning
- Technology (and particularly SaaS) background is a plus
- Demonstrated experience in assistance delivering on packaging and pricing recommendations (incl. technology and system implications)
- Ability to ‘switch’ between execution and strategy
- Highly analytical and data driven
- Strong execution skills
- Ability to break down complex problems, and deliver real-world business outcomes
- Ability to build effective relationships and demonstrate excellent negotiation skills with various stakeholder groups
- Ability to thrive in a fast-paced environment
Why Xero?
Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.
Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience. If you are excited about this role, but your past experience doesn’t align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.
