Account Executive

Apply; Cape Town; On-site; ZAR 350,000 - 700,000; Full time

Job summary

Xero in Cape Town is seeking a proactive Partner Sales lead to grow our accounting and bookkeeping partner network. You will design and execute strategies to digitise practices, driving subscription and revenue growth while helping partners succeed with cloud solutions.

This hybrid role combines outbound outreach, consultative selling, and educational events to expand our small business customer base and contribute to the wider economy.

Qualifications

• Experience in sales within a fast-paced technology or SaaS environment.
• Knowledge of accounting practices and workflow is a plus.
• Ability to manage and advance a partner pipeline with structured processes.

Responsibilities

• Lead quarterly plans to build a healthy pipeline of qualified opportunities.
• Cultivate partner relationships through workshops, events, and recruitment activities.
• Guide partners through online and cloud strategies using consultative selling.
• Keep sales activities and pipeline updates in Salesforce for seamless collaboration.

Skills

Relationship building

Sales experience

SaaS/tech sales

Autonomy

Accounting knowledge

Change management

Pipeline management

Tools

Salesforce

Job description

The role & impact

You will take the lead in growing and developing Xero's commercial relationships with accounting and bookkeeping partners across your assigned territory. By collaborating with partners to design and execute strategies that digitise their practices, you will play a key role in driving their success while contributing directly to subscription and revenue growth for our business.

Through proactive outbound activity, consultative selling, and educational events, you will help new and existing partners embrace the power of cloud technology. Your work will directly expand our small business customer base, making a tangible difference to the wider economy.

The team & how they connect

You will join a highly collaborative sales team that focuses on recruiting, educating, and growing our partner network. We work closely with internal technical teams and partner services to present end-to-end accounting workflow solutions. Together, we combine our collective market knowledge to support our partners and help them thrive in a digital world.

Initially, you will focus on

• Setting up and executing a quarterly plan to build a healthy pipeline of qualified opportunities.
• Cultivating partner relationships by presenting workshops, attending industry events, and running partner recruitment activities.
• Guiding accounting partners through their online and cloud strategy using our consultative selling methodology.
• Keeping account hygiene and sales pipeline activities updated in Salesforce to ensure seamless team collaboration.

Where and how you can work

This is a hybrid role (3 days in the office) based in our Cape Town office.

Here are some of the things we are looking for

• You bring a genuine enthusiasm for building rapport and cultivating deep, long-term relationships with accounting firms.
• A background in sales within a fast-paced technology or SaaS environment helps you understand our ecosystem.
• You are comfortable working autonomously, taking complete ownership of your territory with a solutions-driven mindset.
• Having some knowledge of how accounting practices operate or exposure to SME competitor software platforms is highly regarded.
• You possess a natural ability to guide partners through change, helping them execute digital strategies.
• Keeping structured processes excites you, especially when managing pipelines and using tools like Salesforce.

Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.