Account Executive

Xero; Cape Town; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Xero is seeking a proactive salesperson to lead growth of our partner network in the Cape Town region. You will drive joint strategies with accounting and bookkeeping partners to digitise practices and grow subscriptions through consultative selling and events.

You will manage a quarterly pipeline, train partners, and champion cloud adoption, while collaborating with internal teams to deliver end-to-end accounting workflows. This hybrid role is based in Cape Town and requires regional ownership.

Qualifications

• Ability to build long-term relationships with accounting firms.
• Experience in sales within technology or SaaS environments.
• Autonomy and ownership of a territory with a solutions-driven mindset.
• Knowledge of accounting practices or SME software platforms is advantageous.
• Ability to guide partners through change and digital strategies.
• Structured processes and pipeline management using CRM tools.

Responsibilities

• Set up and execute a quarterly plan to build a healthy pipeline of qualified opportunities.
• Cultivate partner relationships through workshops, events, and recruitment activities.
• Guide accounting partners through online and cloud strategies using consultative selling.
• Keep account hygiene and sales pipeline activities updated in Salesforce for seamless collaboration.

Skills

Relationship building

Sales

Consultative selling

Pipeline management

Salesforce

Account 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.