If you’ve ever wondered how a company first gets to know Xenium, chances are the conversation starts with Kasey Miller. Kasey has a rare mix of warmth, curiosity, and tenacity. She’s great at hearing what a prospect is really saying (even when they’re not saying it clearly), then guiding them toward a smart path forward. After 11+ years here, she’s still learning, still building relationships, and still finding new ways to expand Xenium’s impact beyond Portland.
Let’s start at the beginning. What’s your role at Xenium, and how would you describe what you do?
I’m a Client Development Manager, and I’ve been at Xenium for over 11 years. I’m the front line of how we meet prospects and ultimately bring on new clients. I meet with organizations to conduct a discovery session, discuss their needs and situation, and then walk them through our services, explaining how our programs work and what it would look like to engage with Xenium. If they move forward, I help shepherd the process along with implementation. A significant part of my job also involves being out in the community, networking, building relationships, and creating brand awareness so that people know who Xenium is.
Thinking about your journey, what turning points in your career path led you to Xenium?
Honestly, I can thank my husband and Angela (Perkins). I’d always been in outside sales, working from home and going where I needed to go. I started with Black & Decker, calling on construction sites and Home Depot, and then spent 10 years in the pharmaceutical industry. After that, I tried recruiting for a year and realized it wasn’t for me. There wasn’t enough interaction, and it was mostly phone work with basically zero in-person connection.
My husband could tell I wasn’t sure what was next, and he’d talked to Angela, and then told me to be open-minded. I remember thinking, “I’m not going to an office in Tualatin. That’s not me.” But then I met Angela, heard her pitch about Xenium and the work, and I was intrigued. After that, I met Anne (Donovan), and once I met the team and learned what Xenium actually does, that was the turning point.
I was terrified, because I knew nothing about HR or payroll other than being an employee. It felt like a risk. But meeting the people here changed everything.
With that experience in mind, what do you love most about working for an outsourced HR and payroll firm?
A few things. First, the variety. I meet many different kinds of people in various roles, especially in small companies where it often depends on who’s leading the charge. The variety of industries is vast. You learn there’s a company for everything. For instance, there are people who make tiny parts that go inside ceiling tiles, not even the tiles themselves. Who knew?
HR doesn’t discriminate. Every industry needs it in some form. Additionally, no day is the same, and I learn something new every day. Even after 11 years, there’s always more to learn. And it’s really rewarding when we can step in and make a difference in a client’s workforce, and they tell you that directly.
Given your time at Xenium, what changes or shifts have you noticed over the last 11 years?
A lot has changed. The compliance burden has grown, and workforces have become more complex. Multi-state is common now, and sometimes even international. We can support clients nationwide, not just regionally.
We’re also getting more interest from larger organizations than we used to. Even companies with internal HR departments are more open to an outsourced partner taking over certain aspects of their operations. That shift has been huge.
As the industry evolves, what challenges do you see facing our industry?
Regionally, there’s a lot happening with acquisitions and private equity coming in. That can be a challenge, but it can also be an opportunity if we’re brought in to help clean things up.
Currently, the major obstacle is economic uncertainty. Many organizations are holding tight, which slows down decision-making. It feels like it’s loosened up a tiny bit in the last month or so, but the unknown still makes people hesitate.
Amidst these challenges, tell me about an accomplishment you’re particularly proud of.
A few come to mind, but one that stands out is successfully onboarding a client during the COVID-19 pandemic. I built a relationship with our contact over the course of a year. When the time was right, I went to downtown Portland when the streets were empty, masked up, and met them in person. That face-to-face connection helped move things forward. Because of what we implemented and the support we provided, our contact was finally able to retire and hand things off to Xenium with confidence. She told me that directly, and it meant a lot.
They’ve been a long-standing, happy client and have referred business to us as well. When you invest that kind of time and effort into a relationship, hearing that feedback makes it all worthwhile.
Reflecting on your experience, what advice would you give to someone just starting out in your field?
Learn, throw yourself in, and don’t worry so much about making mistakes. Nobody really knows the mistakes you think you’re making, other than you and maybe the person you’re working with.
Early in my career, I used to script every single word of a presentation. They don’t know what you’re going to say, but that’s perfectionism in me.
Also, get cross-functional. Talk to other departments. Go to meetings. Learn how the work is delivered so you understand what happens behind the scenes. It takes time to feel confident explaining the technical aspects of what we do, and the best way to achieve this is to see and experience it firsthand.
Thinking of the client moments that stand out, can you share a good memory working with a client?
There are so many. Some clients pushed us as an organization, and even if it wasn’t easy in the moment, it’s rewarding on the other side because it makes us better.
Additionally, I meet amazing people, even when they aren’t yet clients. There’s something fun and interesting throughout the whole sales cycle.
Looking ahead, how do you see your role evolving in the future?
For me, growth is about expanding into new markets. This year, I want to branch out beyond Portland and explore other parts of Oregon and Washington in greater depth. The companies that find us online are easier. The bigger opportunity is getting Xenium in front of organizations outside the metro area that could really benefit from what we do.
I also want to continually sharpen my product knowledge, as our programs are constantly evolving. The goal is always to keep learning, keep selling, and keep helping companies transform their workplaces.
Lastly, what would you like more people to know about working in our industry?
That it’s fun! People hear “HR, payroll, taxes,” and think, “whomp, whomp.” But it’s actually at the core of every company. It reflects how companies treat their people, and it’s genuinely interesting work every day.
I’ve always said that HR professionals should write books when they retire, because there are some incredible stories to tell. You see tough situations, but you also see amazing outcomes. People don’t realize how interesting this work really is.