Head of Product - Small Business Onboarding, Growth

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.