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Account Executive

Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive. 


At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.


At Xero, we’re here to make running a business beautiful. By making small business more efficient every day, connecting them with big business technology and empowering a community behind them, their potential is limitless. When that happens, we’re not only helping small businesses, we’ll be building a stronger economy that can change the world.


How You'll Make Impact:
  • At Xero the customer is the cornerstone of everything we do. This role is responsible for recruiting new accounting partners (firms) using Xero’s proven and longstanding partner value proposition.  In addition to recruiting new accounting firms to our partner program, you will also actively manage existing relationships with accounting partners in your territory and actively grow new business within your existing partner base. You will recruit new partners and support the appropriate partner journey  and will ensure that each firm has the opportunity to grow through internal firm-wide education and peer-to-peer networking opportunities facilitated by their team. At the point these partners become production ready, if they fit the current client size you will receive them back to continue to grow them as a partner.  Some travel will be required.
  • Key characteristics of an ideal candidate: Experienced in selling and closing,  well-rounded, customer focused, delivers results in high growth environments, high emotional intelligence, strong business acumen, effective communicator, quick learner and knowledgeable in accounting practice operations.


What You'll Do:
  • Take a role in identifying and qualifying opportunities by prospecting and developing key relationships with accounting firms within your territory. The AM will handle partners with a TAM(total addressable market) size of 21-99.
  • Recruit and grow new Xero accounting partners to grow our channel, leading to growth of our small business customer baseManage inbound sales calls and respond to prospective/current partner inquiries, while also having the ability to foster organic growth within an existing partner.
  • Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach to drive high-complexity consensus saleGenerate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and community events.
  • Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero Travel to partners and prospects within your territory  up to 10-15% of time.
  • Utilize sales enablement tools such as Salesforce and other automation tools.


$75,000 - $80,000 a year

Why Xero? 

Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.


Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience. If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.

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What You Should Know About Account Executive, Xero

As an Account Executive at Xero in sunny San Mateo, you’ll be part of a fantastic team that helps small businesses thrive with our beautifully designed platform. Our mission is to make life better for small business owners and their accounting partners, and you’ll be right at the heart of this effort! In your role, you’ll focus on recruiting new accounting firms to our partner program and managing existing relationships with these essential partners. You’ll take the lead in nurturing these relationships and advocating for their growth through education and networking opportunities. You’ll leverage your stellar communication skills and business acumen to connect with a range of accounting firms, utilizing both your outbound efforts and handling inbound inquiries expertly. It's about creating a ripple effect of success where small businesses can leverage our tools to enhance their operations. Imagine being the catalyst for such growth! This isn’t just a sales position; it’s a chance to inspire change. Your travel (up to 10-15% of your time) will fuel these relationships and allow you to spread the word about the incredible possibilities Xero offers. Plus, you’ll enjoy a supportive human-first culture that champions diversity and personal development. If you have strong sales experience, high emotional intelligence, and a passion for helping others, Xero is where you can do the best work of your life.

Frequently Asked Questions (FAQs) for Account Executive Role at Xero
What are the key responsibilities of an Account Executive at Xero?

As an Account Executive at Xero, you’ll be responsible for recruiting new accounting partners, managing existing relationships, and driving growth within your partner base. This involves proactive outreach, response to partner inquiries, and building strong consultative relationships that help partners succeed.

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What qualifications are needed for the Account Executive role at Xero?

Ideal candidates for the Account Executive position at Xero should have sales experience, a customer-focused approach, and the emotional intelligence necessary to build lasting relationships. Additionally, knowledge of accounting practices and operations will be beneficial in effectively engaging with potential partners.

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How does Xero support its Account Executive roles in achieving their goals?

Xero empowers its Account Executives through tools like Salesforce for sales enablement, offering continuous education on product features, and creating networking opportunities to enrich partnerships. The supportive culture fosters career development, ensuring you have the resources to succeed.

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What is the potential for career growth as an Account Executive at Xero?

At Xero, there’s significant potential for career growth for an Account Executive. By successfully recruiting and managing accounting partners, you can develop your skills and possibly move into more senior roles within the company, leading larger teams or expanding your expertise.

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Are there any travel requirements for the Account Executive position at Xero?

Yes, the Account Executive position at Xero may require travel up to 10-15% of the time. This travel is essential for meeting and cultivating relationships with accounting partners across your designated territory.

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Common Interview Questions for Account Executive
How do you build relationships with accounting firms as an Account Executive?

Building relationships as an Account Executive involves active listening, understanding their needs, and providing tailored solutions that fit their unique situations. Share examples of how you've successfully built relationships in the past.

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Can you describe your sales approach for recruiting new partners?

A consultative selling approach works best for me. I focus on understanding the needs of potential partners and show how Xero can help them grow. Be prepared to illustrate this with a past experience.

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What strategies will you use to manage existing partner accounts?

Managing existing accounts requires regular communication and providing ongoing support. I plan to schedule check-ins, address concerns proactively, and facilitate educational opportunities to ensure partners continue to see value in our relationship.

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How do you handle rejection or setbacks in sales?

Rejection is part of sales, and I view it as a learning opportunity. I reflect on what I could improve, seek feedback, and adjust my approach without losing enthusiasm. Share a specific instance when you turned a setback into a success.

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How do you prioritize your target accounts?

I prioritize target accounts based on potential impact and readiness to engage. I utilize data to identify firms with alignment to our value proposition and focus efforts accordingly.

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What role does collaboration play in your sales strategy?

Collaboration is critical. I believe in working with internal teams to enhance service delivery, share insights, and strategize on complex deals. Talk about a successful collaboration from your past experiences.

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Can you discuss a successful sales campaign you’ve run?

I once ran a multi-channel outreach campaign that combined emails, calls, and community events, leading to a significant increase in partner engagement. Share specifics on tactics used and the results achieved.

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What do you know about Xero’s partner program?

Xero’s partner program is designed to provide accounting firms with valuable resources for growth. Understanding its benefits and how it differs from competitors shows your interest in the role and the company.

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How do you stay updated about industry trends relevant to the Account Executive role?

I follow industry publications, engage in online forums, and attend relevant workshops to stay informed about trends. Share an example of how you've adapted to a trend in your selling strategy.

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Why are you interested in working for Xero as an Account Executive?

I'm drawn to Xero's mission of empowering small businesses, and I admire the company's commitment to diversity and inclusion. Highlight your passion for helping small businesses thrive and how you align with Xero's values.

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Xero is a New Zealand–based technology company that offers a cloud-based accounting software for small businesses. They have offices in New Zealand, Australia, the United Kingdom, the United States, Canada, South Africa and Singapore.

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BADGES
Badge ChangemakerBadge Diversity ChampionBadge Family FriendlyBadge Future MakerBadge Work&Life BalanceBadge Rapid Growth
CULTURE VALUES
Inclusive & Diverse
Rise from Within
Mission Driven
Diversity of Opinions
Work/Life Harmony
Customer-Centric
Social Impact Driven
Passion for Exploration
BENEFITS & PERKS
Family Medical Leave
Maternity Leave
Paternity Leave
Family Coverage (Insurance)
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
EMPLOYMENT TYPE
Full-time, on-site
DATE POSTED
January 3, 2025

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