Enterprise Account Executive (US, Remote)

The role & it's impact: As an Enterprise Account Executive, you will be the driving force behind our growth strategy with the largest and most strategic accounting firms in the United States. You will own the full pre-sales lifecycle, from initial outbound prospecting through to contract execution, focusing on building executive-level relationships and managing complex buying processes to secure long-term business plans. Your impact is defined by your ability to act as a trusted advisor, helping partners develop and execute digital strategies that convert and activate users at scale. By opening doors at the highest levels and ensuring we win the right business the right way, you directly influence the long-term success, retention, and expansion of Xero’s enterprise ecosystem. The team & how they connect: You will join a high-performing sales engine that thrives on collaboration and strategic alignment across the business. You will partner closely with Product, Legal, Finance, and Marketing teams to ensure deal readiness, while working alongside Senior Account Managers to expand Xero’s penetration within allocated territories. Initially, you will focus on: - Driving new business growth by identifying and qualifying enterprise opportunities through a disciplined "hunter" approach. - Leading complex, multi-stakeholder sales cycles and discovery sessions to uncover business problems and position ROI-led solutions. - Managing a defined account list and maintaining accurate pipeline forecasts through our Salesforce CRM system. - Collaborating on introductory events, webinars, and partner forums to build rapport and educate prospective enterprise accounts. Where and how you can work: This is a remote-first role, offering you the flexibility to work from any US location where Xero is legally authorised to operate. While you’ll have the freedom of a remote base, the strategic nature of our enterprise partnerships means you’ll regularly hit the road. You should expect significant travel to engage in face-to-face meetings, attend industry forums, and build the deep-rooted rapport necessary to close complex deals. Here are some of the things we are looking for: - You bring a proven track record in B2B SaaS or enterprise technology sales, specifically engaging with executive-level buyers in large, matrixed organisations. - A process-driven and results-focused approach is natural to you, allowing you to manage multiple long-cycle opportunities simultaneously. - You possess an ownership mentality and the autonomy to treat your allocated territory like your own business. - Building strong, authentic relationships is a core strength, backed by outstanding communication and presentation skills. - You will have a deep understanding of accounting workflows or experience within large accounting firms to help influence practice-wide digital transformations. - An enthusiasm for making a difference shines through in your ability to create quick rapport and act as a mentor within the sales team. Compensation: At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits. The expected base salary range for this role in: - California, New York and Washington: $120,000 - $150,000 - All other US States: $116,200 - $145,200 Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role.In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation: - Variable Pay: Permanent emplo. yees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) in