Ian Phillips
Head of Partner Sales @Xero
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WORK HISTORY
Head of Partner Sales @Xero
Bristol, GB
Overseeing both Field and Inside Sales Teams, managing seven sales managers across these functions. In this role, I’ve delivered strategic initiatives to enhance sales processes, improve team performance, and drive measurable growth. Key achievements include:Building a Scalable Sales Process: Designed and implemented a unified UK sales process with supporting assets, including a Letter of Understanding, deal checklist, and contracts.Reigniting Partner Engagement: Conceptualised and led an initiative to re-engage less active partners, driving renewed interest and collaboration.Optimising Territory Management: Embedded new tools and processes, such as Quarterly Business Reviews (QBRs) and a Territory Dashboard, to support effective sales planning and execution for both field and inside sales teams.Enhancing Reporting Capabilities: Developed comprehensive reporting solutions to monitor and maintain the health of Partner Sales across all channels.Fostering Team Wellbeing: Led initiatives to prioritise team wellbeing and instill a strong sense of purpose through frameworks like Ideal Team Player.This role has enabled me to leverage my expertise in managing diverse sales functions, aligning strategic goals, and fostering a high-performance culture in a fast-paced SaaS environment.
EDUCATION
University of Plymouth
LLB, Law
SKILLS
ABOUT IAN PHILLIPS
I specialise in scaling high-performance revenue organisations by building robust leadership layers and aligning cross-functional teams. Currently, I oversee a 50-person sales organisation, leading a team of four managers—including a \"leader of leaders\"—to drive consistent, predictable growth.My focus extends beyond the sales floor; I partner closely with Product, Marketing, and Finance to architect GTM strategies that move the needle. I believe that sustainable revenue is a result of organisational health, operational excellence, and a culture of accountability.Core Competencies- Scaling Leadership: Experienced in managing \"managers of managers\" and developing second-line leadership talent- Cross-Functional Strategy: Driving alignment between Sales, Product, and Marketing to optimise the customer journey- Revenue Operations: Building the infrastructure, P&L management, and forecasting models required for 50+ person organisations- GTM Transformation: Transitioning teams from tactical selling to strategic, value-based partnerships.
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