As Head of Product for Small Business Onboarding, you'll develop strategies to enhance customer conversion and retention, leading a team while collaborating across various departments.
Our Purpose
At Xero, we’re here to help supercharge small businesses. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world.
How you’ll make an impact
As Head of Product - Small Business Onboarding, you will define and lead the vision, strategy, and execution for how new direct customers discover, adopt, and realise value in Xero. You’ll own the end-to-end onboarding experience; from activation, with the goal of driving conversion, early-life engagement, and retention.
Reporting to the GM Product Growth, you’ll lead a team of Product Managers and collaborate closely with cross-functional partners across the business (Design, Engineering, Data science, and Marketing) to deliver customer experiences that are beautiful, data-driven, and translate to significant commercial impact.
Your impact will be measured by improvements in customer conversion, retention and lifetime value, as well as the team’s ability to rapidly experiment, learn, and scale high impact solutions that work.
This role requires deep commercial acumen, a strong analytical mindset, and proven expertise and a track record in delivery results through growth product management and experimentation.
What you'll do
- Define and lead the product vision and strategy for onboarding new direct customers to Xero, aligning to Xero’s growth and customer retention goals.
- Lead and inspire a team of Product Managers and cross-functional partners to deliver meaningful customer and commercial outcomes.
- Champion experimentation and data-driven decision making, embedding a culture of continuous learning and test-and-learn practices across the team.
- Collaborate seamlessly with Growth Marketing, Lifecycle, and Data Science to optimise the funnel from acquisition through to activation and retention.
- Translate insights into action, leveraging customer research, behavioural data, and market analysis to inform product decisions.
- Own key performance metrics such as conversion rate, time to value, activation success, and early-life churn.
- Ensure commercial viability by aligning product investments with measurable ROI and market opportunity.
- Represent the customer voice in strategic discussions, ensuring onboarding experiences deliver value, clarity, and confidence.
- Contribute to and influence Xero’s broader product strategy, partnering closely with other Heads of Product to deliver connected customer journeys.
- Coach, mentor and grow talent, building capability in product management, experimentation, and commercial thinking.
- Drive excellence in execution, ensuring teams maintain strong delivery rhythm, transparency, and measurable progress against OKRs.
What success looks like
- Conversion and retention goals for new direct customers are met or exceeded
- The onboarding funnel is continuously improving through experimentation and data-led iteration.
- The team is clear on priorities, aligned to OKRs, and consistently shipping impactful outcomes.
- Xero’s onboarding experience is recognised internally and externally as best-in-class for simplicity and customer success.
- Stakeholders have high confidence in product direction, strategy, and results.
- Your team members are growing in confidence, capability, and impact.
- You are recognised as a thought leader in product growth and experimentation at Xero.
What you'll bring with you
- Proven experience leading high-performing product teams with measurable business impact.
- Deep understanding of growth levers, customer acquisition, activation, and retention mechanics.
- Strong commercial acumen, with the ability to translate product opportunities into revenue outcomes.
- Expertise in data analytics, experimentation frameworks, and A/B testing.
- Skilled in customer research and insight translation, balancing qualitative and quantitative inputs.
- Ability to articulate complex strategies clearly and persuasively across executive and operational audiences.
- Strong collaboration and influencing skills across diverse teams and geographies.
- Demonstrated experience managing multiple priorities in a fast-paced environment.
Why Xero?
Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family. Health insurance, life insurance, and income protection.
We offer wellbeing and sports programmes, employee resource groups, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices, flexible working, career development, and many other benefits that reflect our human value.
You’ll do the best work of your life at Xero!
Top Skills
A/B Testing
Data Analytics
Experimentation Frameworks
Xero Hawthorn West, Victoria, AUS Office
Xero Melbourne (HQ) Office
Xero’s head office in Australia is in the buzzing suburb of Hawthorn, a stone’s throw from the CBD. Here, a diverse mix of Xeros work in both global and regional teams.
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