Senior Account Executive

Xero; San Mateo (CA); Hybrid; USD 110,000 - 120,000; Full time

Benefits offered by this job

Medical benefits

Dental benefits

Vision benefits

401(k) match

Paid time off (PTO) - 21 days

Wellbeing leave - 10 days

Xtra Leave - 5 days

Volunteer day

Paid holidays - 12

Paid parental leave

Job summary

Xero is seeking a Senior Account Executive to partner with large and mid-tier accounting practices, guiding their migration to the Xero platform and driving growth for their business and ours.

Based in the San Francisco area, you will own your territory, build lasting relationships with accounting partners, and travel as needed to engage clients, while enjoying a hybrid work setup with collaborative office spaces.

Qualifications

• Proven success in field account management with target attainment.
• Ability to develop and execute partner engagement plans.
• Strong communication and presentation skills for events and training.

Responsibilities

• Develop engagement plans and project strategies for partner migrations.
• Drive adoption and revenue growth across your territory.
• Manage appointments and meetings to drive online strategy.
• Recruit, educate, and grow the partner base with events and training.
• Use Salesforce to maintain data and forecast territory performance.

Skills

Field account management

Sales targets

Relationship building

Communication & presentation

Territory management

Tools

Salesforce

Job description

The role & it's impact:

As a Senior Account Executive, you will be a strategic partner for large and mid-tier accounting practices, helping them navigate their digital transformation. Your primary focus is to drive net new business as you develop and execute digital strategies that enable these partners to successfully migrate their clients onto the Xero platform, driving growth for their business and ours.

This is a high-impact, field-based position across San Francisco where you will own your territory and build deep, lasting relationships with accounting partners.

The team & how they connect:

You will join a goal-motivated sales team of eight that thrives on achieving collective success and delivering measurable outcomes. You will work closely with Senior Account Executive colleagues and Partner Consulting to ensure a unified approach to territory management and expansion.

Initially you will focus on:

• Developing formal engagement plans and project strategies to support partner migrations.
• Driving sustainable adoption and revenue growth across your territory of accounting and bookkeeping partners.
• Managing a consistent cycle of appointments and meetings within your allocated territory to drive and deepen an online strategy.
• Recruiting, educating, and growing your partner base by delivering events and certification training.
• Using Salesforce to maintain accurate data and ensure excellence in forecasting and territory management.

Where and how you can work:

This is a field-based role in San Francisco that offers the freedom to work autonomously while managing your specific territory. You should expect regular travel for client visits, including driving throughout Illinois for face-to-face meetings. We embrace hybrid working, providing beautiful office spaces for collaboration alongside the flexibility to manage your own schedule and boost days.

Here are some of the things we are looking for:

• You bring a results-driven approach and a genuine enthusiasm for building strong, rapport-based relationships with accounting partners.
• Your background includes proven success in field account management and a track record of meeting and exceeding sales targets.
• You possess an interest in the fintech market and the ability to educate others on digital resources and online accounting.
• You will have the initiative to work independently while staying process-oriented and detail-focused.
• Your communication and presentation skills allow you to deliver engaging events and influence digital strategy at a practice level.
• You have experience using CRM tools, such as Salesforce, to manage client communications and sales cycles.

Compensation

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 in:

• California, New York and Washington: $110,000 - $120,000
• All other US States: $106,200 - $115,200

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, 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.