Job Description

The role / impact

As an Inside Account Executive, you will focus on expanding our impact across bookkeeping partners by establishing trusted connections, uncovering fresh commercial options, and supporting partners to gain maximum value from our platform. You will manage a defined portfolio of partners, uncover their unique commercial needs, and apply strong sales craft to guide them towards effective solutions.

Your work will directly enable bookkeeping firms to resolve operational hurdles, build practice scalability, and achieve better outcomes for their small business clients. This position provides an excellent path to develop high-volume sales capabilities such as comprehensive discovery, pipeline discipline, and commercial forecasting within a supportive global environment.

The team / how they connect

You will join a collaborative channel sales team that directly oversees a diverse group of bookkeepers to foster product adoption and plan expansion. This team works together in a high-performing environment that prioritises regular practical coaching, shared knowledge, and continuous skill refinement. You will also collaborate closely with cross-functional internal units including Partner Consultants, Field Sales, and Onboarding to provide a highly aligned, seamless journey for every partner.

The team is currently working on / Initially, you will focus on

• Managing and developing a live portfolio of bookkeeping partners across your allocated geographical patch

• Executing quality outbound engagement and structured discovery calls to identify growth opportunities

• Harnessing our modern sales application stack, including Salesforce, Gong, and advanced AI productivity features

• Partnering internally with cross-functional teams to align commercial recommendations with partner workflows

Where and how you can work

This role is ideally based in Melbourne, with open consideration for other East Coast hub locations like Sydney or Brisbane. We embrace a hybrid working model that blends the flexibility of home based work with dedicated collaborative energy during regular in-office days.

Here are some of the things we are looking for

• You will bring proven experience in a customer-facing sales, account management, or business development environment

• A natural capacity to establish trust quickly and sustain deep, credible commercial relationships matters to us

• You possess well-refined discovery, objection handling, and closing skills to confidently advance revenue outcomes

• Strong organizational discipline to seamlessly navigate pipeline management, forecasting, and CRM updates across high-volume accounts

• An ability to translate complex product concepts into easy, actionable commercial recommendations for your partners

• You display a resilient, adaptable mindset paired with genuine curiosity about how bookkeeping businesses operate

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.