Senior Account Executive - [Illinois based]
WFA Digital Insight
Xero’s Senior Account Executive position is a hands‑on field role that sits at the intersection of fintech and traditional accounting. Unlike many remote sales jobs that rely on inbound leads, this role tasks you with proactively mapping and expanding a territory of mid‑size and large accounting practices across Illinois. The focus on partner migrations means you’ll be shaping how firms move their clients onto Xero’s platform, which requires both strategic planning and the ability to run workshops or certification events. Success hinges on a blend of relationship‑building, data‑driven forecasting in Salesforce, and solid Excel modeling to demonstrate ROI for partners. If you thrive on autonomous territory ownership while staying tightly linked to a small, goal‑oriented sales team, this opportunity stands out for its blend of field work and digital enablement.
Job Description
The role & it's impact:
As a Senior Account Executive, you will be a strategic partner for large and mid-tier accounting practices, helping them navigate their digital transformation. Your primary focus is to drive net new business as you develop and execute digital strategies that enable these partners to successfully migrate their clients onto the Xero platform, driving growth for their business and ours.
This is a high-impact, field-based position across Illinois where you will own your territory and build deep, lasting relationships with accounting partners.
The team & how they connect:
You will join a goal-motivated sales team of eight that thrives on achieving collective success and delivering measurable outcomes. You will work closely with Senior Account Executive colleagues and Partner Consulting to ensure a unified approach to territory management and expansion.
Initially you will focus on:
Developing formal engagement plans and project strategies to support partner migrations.
Driving sustainable adoption and revenue growth across your territory of accounting and bookkeeping partners
Managing a consistent cycle of appointments and meetings within your allocated territory to drive and deepen an online strategy
Recruiting, educating, and growing your partner base by delivering events and certification training
Using Salesforce to maintain accurate data and ensure excellence in forecasting and territory management
Where and how you can work:
This is a field-based role in Illinois that offers the freedom to work autonomously while managing your specific territory. You should expect regular travel for client visits, including driving throughout Illinois for face-to-face meetings. We embrace hybrid working, providing beautiful office spaces for collaboration alongside the flexibility to manage your own schedule and boost days.
Here are some of the things we are looking for:
You bring a results-driven approach and a genuine enthusiasm for building strong, rapport-based relationships with accounting partners.
Your background includes proven success in field account management and a track record of meeting and exceeding sales targets
You possess an interest in the fintech market and the ability to educate others on digital resources and online accounting
You will have the initiative to work independently while staying process-oriented and detail-focused
Your communication and presentation skills allow you to deliver engaging events and influence digital strategy at a practice level
You have experience using CRM tools, such as Salesforce, to manage client communications and sales cycles
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: $110,000 - $120,000
All other US States: $106,200 - $115,200
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 employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) incentives depending on your role level, and company performance.
Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks page.
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.
How to Stand Out
- Highlight concrete examples of past territory growth and partner migrations in your resume; Xero values measurable impact.
- Prepare a short case study showing how you used Salesforce and Excel together to forecast and close a complex deal.
- Demonstrate familiarity with accounting workflows; referencing specific bookkeeping challenges will resonate with interviewers.
- During the interview, ask detailed questions about Xero’s partner certification process to show genuine interest in enablement.
- Emphasize your willingness to travel across Illinois and share any logistical planning you’ve used for field‑based roles.
- When discussing compensation, reference Xero’s total‑package philosophy and be ready to negotiate equity alongside base pay.
- Watch for vague promises about “flexible schedules” without clear support for travel expenses; clarify remote‑work allowances early.
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