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About the Role

Own the complete customer journey from first contact through their first 90 days with Xero. Combine discovery, sales, and onboarding expertise to convert prospects into thriving customers by running consultative conversations, delivering product demonstrations, and guiding small business owners through setup and adoption. Directly impact how confident and successful customers feel using Xero to manage their business.

Responsibilities

Handle inbound leads and convert them through discovery, product demonstrations, and guided onboarding sessions.
Own personal pipeline and progress opportunities from first contact to subscription activation.
Run 1:1 and group onboarding sessions covering core workflows like invoicing, bills, payments, and bank feeds.
Identify and facilitate warm handoffs to ecosystem partners and customer success team as customers expand their needs.

Requirements

Excellent communication skills, able to translate complex accounting concepts into language small business owners understand.
Self-motivated, able to manage workload and priorities without micromanagement.
Thrive in a target-driven environment where metrics matter.
Curiosity about small business workflows and accounting processes.
Demonstrated success in a sales or onboarding role, managing own pipeline and hitting conversion targets.
Comfortable with CRM systems and tools like Salesforce or HubSpot.
Ability to use data to inform approach.
Collaborate naturally with cross-functional teams, sharing customer insights and contributing to better sales and onboarding practices.
Apply even if experience isn't a perfect match; Xero hires based on skills, passion, and unique perspective.

Skills

Discovery
Sales
Onboarding
Consultative conversations
Product demonstrations
Customer setup and adoption guidance
Pipeline management
CRM systems (Salesforce, HubSpot)
Data analysis
Cross-functional collaboration

Location

Hybrid

Work Type

Hybrid
Full-time

Experience Level

Sales or onboarding experience
Experience managing own pipeline
Experience hitting conversion targets

About the Company

Xero is a leader in the small business accounting software market.