Senior AB Journey Manager - Onboarding

Socket.dev; San Mateo (CA); Hybrid; USD 162,000 - 244,000; Full time

Benefits offered by this job

Equity & bonus programs

Medical/dental/vision benefits

401(k) match

PTO 21 days

Wellbeing leave 10 days

Xtra Leave 5 days

Volunteer day

Paid holidays 12

Job summary

Xero is seeking a Senior AB Journey Manager for Onboarding in the Bay Area. You will design and optimise onboarding journeys for accountants and bookkeepers, accelerating value and activation while enabling revenue growth.

You’ll lead experiments, propensity scoring, and AI-driven personalization to tailor touchpoints and outcomes. You will partner with Product, Marketing, Sales and Customer Success to translate insights into a prioritized roadmap and scalable playbooks across regions, in a

Qualifications

• Grounding in B2B marketing or customer journey strategy, ideally SaaS/fintech with commercial results.
• Experience designing and running experiments to improve onboarding or activation.
• Data-driven decision making using funnel analytics, segmentation, and behavioural signals.
• Fosters cross-functional partnership with Product, Marketing, Sales and Customer Success.
• Comfort with ambiguity and a bias toward shipping, learning, and iterating.

Responsibilities

• Design and optimise onboarding journeys for accountants and bookkeepers.
• Map acquisition and onboarding funnels and align product, digital, AI and human touchpoints.
• Run experiments and design playbooks for onboarding models, messaging and channels.
• Build a prioritised roadmap and collaborate with regional teams to scale globally.

Skills

B2B marketing

Customer journey strategy

SaaS/Fintech

Experimentation

Data analytics

Propensity models

Cross-functional collaboration

Ambiguity tolerance

Accountant focus

Customer segmentation

Job description

The role and its impact

As our Senior AB Journey Manager for Onboarding, you will design and optimise the onboarding journeys that accountants and bookkeepers move through when they first partner with Xero. Your work will shorten the time it takes a new partner to get real value from Xero, lift activation rates, and build the foundation for long term revenue growth across one of our most important channels. You will own the acquisition and onboarding performance funnel, mapping how product, digital, AI and human led touchpoints connect for each entry point and partner segment, then using research, behavioural data and funnel analytics to find the friction worth removing and the moments worth improving. From there, you will Go Bold by designing and running experiments that test new onboarding models, offers, messaging and channel mixes, using propensity scoring and AI powered personalisation to reach the right partner with the right action at the right moment. You will turn results into a prioritised roadmap, bring Product, Marketing, Sales and Customer Success along with you, and Go Further by scaling what works into globally aligned playbooks that regional teams can tailor to their own partners. This role sits where strategy meets execution, so you will be as comfortable setting a twelve month vision as you are building the tracking, the campaign brief or the playbook that makes it real.

The team and how they connect

You will join the Accountant and Bookkeeper Journeys team within Xero's Customer Growth and Engagement group, a small team of journey managers who each look after a stage of the partner lifecycle, from onboarding through to upsell and loyalty. The team is remote and async by design, with members across the United States, the United Kingdom, Australia and New Zealand, and a manager based in the UK. You will work as a peer to the other senior journey managers, sharing what you learn as you go, and partnering closely with regional go to market teams so journey work connects to the partner cohorts that matter most.

The team is currently working on

• Building the personalised onboarding journey strategy for the second half of FY27 across three to four priority accountant and bookkeeper segments
• Running a cross channel experimentation roadmap that tests digital only against sales led activation models, and the blends in between
• Putting partner propensity scoring, behavioural signals and AI driven personalisation to work so outreach lands at the right moment rather than in bulk
• Next up, designing post activation workflows and an attribution framework that links journey work directly to revenue, partner growth and early engagement

Where and how you can work

This role is based in our Bay Area office in San Mateo, and we offer a flexible, hybrid set up so you can work from a mix of home and the office. We come together on designated boost days for the planning, problem solving and connection that is simply better in person, and our office spaces are built for collaboration with quieter corners for focused work. Because your team spans the UK, Australia and New Zealand, some flexibility in your hours will help, and in return we care about outcomes rather than where you sit.

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

• You will bring solid grounding in B2B marketing or customer journey strategy, ideally gained in a SaaS or fintech business, with commercial results you can point to
• Experimentation is where you do your best work, from designing a clean A/B test to reading the results honestly and deciding what deserves to scale
• Data is how you make decisions, whether that is funnel analytics, behavioural signals, customer segmentation or propensity models
• You Go Together by influencing Product, Marketing, Sales and Customer Success as a genuine partner, without relying on formal authority
• Ambiguity does not slow you down, and You Go Fast by shipping, learning and refining rather than waiting for a perfect plan
• Curiosity about accountants and bookkeepers sits behind your work, because the nuance between segments is where good journey design comes from

Compensation & Total Rewards

At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits.

The expected base salary range for this role is:

• $162,400 - $243,600 USD

Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role.

In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation:

• Variable Pay: Permanent employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance‑based cash or equity (RSUs) incentives depending on your role level, and company performance.

• Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks page.

Xero uses AI to help screen applications based on job‑related qualifications. These tools assist our recruiters but do not make automated hiring decisions. A human recruiter reviews all candidates before any hiring action is taken.