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Salary: USD 162,400 - 243,600 / annual
Xero is seeking a Senior AB Journey Manager for Onboarding to design and optimize the onboarding journeys that accountants and bookkeepers experience when first partnering with Xero. This role owns the acquisition and onboarding performance funnel, mapping how product, digital, AI, and human-led touchpoints connect across different entry points and partner segments. You will use research, behavioral data, and funnel analytics to identify friction points and opportunities for improvement.
Key responsibilities include designing and running experiments to test new onboarding models, offers, messaging, and channel mixes. You will leverage propensity scoring and AI-powered personalization to reach the right partner with the right action at the right moment. You will translate results into a prioritized roadmap, align Product, Marketing, Sales, and Customer Success teams, and scale successful approaches into globally aligned playbooks that regional teams can customize.
This role bridges strategy and execution—you will be equally comfortable setting a twelve-month vision as you are building tracking systems, campaign briefs, and playbooks to bring that vision to life. You will join the Accountant and Bookkeeper Journeys team within Xero's Customer Growth and Engagement group, a small team of journey managers overseeing different partner lifecycle stages. The team is distributed across the US, UK, Australia, and New Zealand, operating with a remote-first and async mindset. You will work as a peer to other senior journey managers, sharing learnings and partnering closely with regional go-to-market teams.
Current team priorities include building personalized onboarding journey strategy for priority accountant and bookkeeper segments, running cross-channel experimentation comparing digital-only versus sales-led activation models, implementing partner propensity scoring and AI-driven personalization, and designing post-activation workflows with attribution frameworks linking journey work to revenue and partner growth.
The role is based in the San Mateo office with a flexible hybrid setup. You will work from a mix of home and office, with designated boost days for in-person planning and collaboration. Given the distributed team spanning multiple time zones, some flexibility in hours is expected.
Requirements:
- Solid grounding in B2B marketing or customer journey strategy, ideally from SaaS or fintech experience, with demonstrated commercial results
- Strong experimentation skills, from designing clean A/B tests to interpreting results and deciding what deserves to scale
- Data-driven decision-making using funnel analytics, behavioral signals, customer segmentation, and propensity models
- Ability to influence Product, Marketing, Sales, and Customer Success teams as a genuine partner without formal authority
- Comfort with ambiguity; preference for shipping, learning, and refining over waiting for perfect plans
- Curiosity about accountants and bookkeepers and understanding of segment nuances in journey design
