Enterprise Account Executive (US, Remote)
About the role
As an Enterprise Account Executive, you will drive growth by owning the full pre-sales lifecycle—from outbound prospecting to contract execution—while building executive-level relationships and managing complex buying processes to secure long-term business plans. Your role centers on acting 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 you’ll connect
You’ll join a high-performing, collaborative sales engine that works closely with Product, Legal, Finance, and Marketing teams to ensure deal readiness. You’ll also partner with Senior Account Managers to expand Xero’s penetration within your allocated territories.
- Initially focus on driving new business growth by identifying and qualifying enterprise opportunities through a disciplined “hunter” approach
- Lead complex, multi-stakeholder sales cycles and discovery sessions to uncover business problems and position ROI-led solutions
- Manage a defined account list and maintain accurate pipeline forecasts using Salesforce CRM
- Collaborate 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 with the flexibility to work from any US location where Xero is legally authorized to operate. While you’ll have a remote base, the strategic nature of enterprise partnerships requires regular travel to meet face-to-face, attend industry forums, and build the deep-rooted rapport needed to close complex deals.
What we’re looking for
- A proven track record in B2B SaaS or enterprise technology sales, specifically engaging with executive-level buyers in large, matrixed organizations
- A process-driven, results-focused approach that allows you to manage multiple long-cycle opportunities simultaneously
- An ownership mentality and the autonomy to treat your allocated territory like your own business
- Strong, authentic relationship-building backed by outstanding communication and presentation skills
- A deep understanding of accounting workflows or experience within large accounting firms to influence practice-wide digital transformations
- Enthusiasm for making a difference, demonstrated through 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 and invest in people through a Total Package philosophy. Your compensation includes base salary, equity, performance incentives, and world-class benefits.
Base salary range
- California, New York and Washington: $120,000 – $150,000
- All other US states: $116,200 – $145,200
Individual pay is determined by factors including geography, experience, and the specific skills you bring to the role.
Variable compensation & benefits
- Variable pay: Eligible for annual bonus and equity (RSU) programs; may also qualify for performance-based cash or equity incentives depending on role level and company performance
- Comprehensive benefits: Medical, dental, vision, 401(k) match, 21 days PTO, 10 days wellbeing leave, 5 days Xtra leave, 1 volunteer day, 12 paid holidays, paid parental leave