Small Business Onboarding Specialist

Xero; Milton Keynes; On-site; GBP 28,000 - 42,000; Full time

Job summary

Xero, a cloud-based accounting software company, seeks a Small Business Onboarding Specialist in Milton Keynes to guide new subscribers through discovery conversations, live demos, and onboarding sessions.

You will qualify inbound trial interest, run product demonstrations via Google Meet, and help customers adopt the Xero ecosystem across their first 90 days.

Qualifications

• Experience in an onboarding or sales-focused role.
• Strong communication abilities to translate accounting workflows for small business owners.
• Proven track record using CRM tools to manage customer interactions.

Responsibilities

• Deliver live product demonstrations and webinars to showcase core features.
• Qualify inbound trial interest and guide purchasing decisions.
• Utilize CRM tools to manage your customer pipeline and track progress.

Skills

Onboarding

Sales focus

CRM tools

Communication

Pipeline management

Presentation

Tools

Salesforce

HubSpot

Job description

The role & impact

As a Small Business Onboarding Specialist, you will guide new and prospective subscribers through their initial journey with Xero. By running discovery conversations, hosting tailored product demonstrations, and leading hands-on onboarding sessions, you will turn interested leads into confident users who unlock the full value of our accounting platform.

Your focus centers entirely on helping small business owners simplify their daily operations. From resolving early setup friction to introducing ecosystem apps that suit their needs, your work directly shapes their long-term success and drives platform adoption across their first 90 days.

The team & how they connect

You will join a consultative sales and activation group that bridges the gap between top-of-funnel customer interest and early platform adoption. The team works closely alongside small business sales, marketing, customer success, and product specialists to share insights and continuously improve the customer journey. Together, they combine customer-facing discovery, live demonstrations, and dedicated onboarding to deliver a seamless start for small businesses.

Initially, the role may focus on:

• Delivering live product demonstrations and webinars via Google Meet to showcase core features like bank feeds, invoicing, and reporting.

• Managing inbound trial interest, qualifying prospect needs, and guiding small businesses through the purchase decision.

• Utilizing tools such as Salesforce or HubSpot to manage your customer pipeline and track progress.

• Identifying opportunities for customers to expand their setup with ecosystem app integrations.

Where and how you can work

This position offers a flexible working setup designed to support both collaborative connections and focused quiet time. Our hybrid environment includes dedicated office spaces with modern facilities, alongside scheduled boost days to collaborate in person with your wider team.

Here are some of the things we're looking for, for this role:

• Experience in an onboarding or sales-focused role where you have managed a pipeline to meet target goals.

• Strong communication abilities that allow you to translate technical or accounting workflows into plain language for small business owners.

• A track record of using CRM tools like Salesforce or HubSpot to manage customer interactions and details.

• Proven capability to prioritize tasks independently and manage a varied workload in a fast-paced setting.

• An understanding of core small business accounting tasks, such as invoicing, payments, and reconciliations, is beneficial.

• Comfortable leading virtual presentations, webinars, or product walk-throughs for small groups.