Job description

About Zuora At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue. We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation. The Opportunity We are looking for a relationship-focused, outcome-oriented Enterprise Account Executive, Expand with an entrepreneurial spirit to help us take on a huge market opportunity. In this role, you’ll focus on targeted $100M–$1B+ accounts across the region, helping some of the most successful software, hardware, media, telecom, and IoT companies sustain rapid growth and transform their entire business. You’ll work closely with our existing customers as a trusted advisor, further pioneering business transformation while expanding Zuora’s footprint and value. You will be the CEO, aka “ZEO,” of your franchise and career – owning and driving the strategy, and leading the sales cycle with a cross-functional team, including our award‑winning customer service team. You’ll be challenged and supported as a salesperson to grow, surrounded by some of the brightest and most visionary people both in and outside of Zuora. About You Complete Zuora’s in-depth onboarding and sales training to become an expert in Zuora’s messaging, products and services, and unique sales approach Develop your own account, territory, and opportunity plans to manage complete and complex sales cycles to drive maximum value and adoption of Zuora’s complete multi-product portfolio Identify and secure expansion / cross-sell opportunities within your assigned book of business Exceed your quarterly and annual sales quota; identify opportunities and create a pipeline that will fuel the ongoing growth of your business Meet and exceed annual renewal targets Work cross-functionally with our marketing, product, and customer service teams to deliver outstanding results Accurately forecast profitable and predictable territory performance through adherence to our sales process Advocate for your customers’ implementations and maintain customer satisfaction by ensuring timely resolution of any customer service–related issues Your experience 5+ years of solution sales experience managing complex SaaS sales cycles with demonstrated ownership of territory and account management Proven track record of consistent over-achievement of quotas, revenue goals, and the ability to effectively identify and sell to C-level executives Passion for building long-lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results Ability to align technology solutions to complex, multi-stakeholder business problems and utilize strategic thinking skills to solve customer problems Technologically adept and business-acumen focused, with outstanding communication (both written and oral), negotiation, and presentation skills Ability to work individually and on a collaborative team in a fast-paced and continuously evolving environment Technologically adept with strong proficiency in leveraging Generative AI tools (e.g., Gemini, Claude, Cursor) for prospecting, strategic account planning, lead qualification, and drafting customer communications, in addition to strong computer skills including G Suite and Salesforce. Bachelor’s degree (sales training methodologies is a plus) Ability to travel when required About the Team Zuora’s leading, cloud-based software solution automates all subscription order-to-revenue operations in real time for any business. Companies in any industry can launch new businesses, shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, and disrupt market segments to gain competitive advantage. Our growth story is only just beginning, and our Sales team is pivotal in sustaining our rapid growth across the globe. As part of this team, you’ll join a high-performing, collaborative group that partners closely with customers and internal stakeholders to drive meaningful business outcomes. Benefits Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide: Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs Medical, dental, and vision insurance Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy) Learning & development stipend to support ongoing growth Opportunities to volunteer and give back, including charitable donation matching where available Mental wellbeing resources and support *Benefits may vary by location; details will be shared during the interview process #ZEOLife at Zuora ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We: Collaborate deeply across teams and regions Learn constantly and iterate often Build an inclusive, high-performance culture where people feel inspired, connected, and valued Our Commitment to an Inclusive Workplace Think, be and do you. At Zuora, different perspectives, experiences, and contributions matter — everyone counts. Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance@zuora.com (or local equivalent, where applicable). The pay range details represent the annualized salary range for the posted position and a variable component. While we share a comprehensive range, a candidate’s final base salary will fall within these guidelines and will be determined based on multiple factors including but not limited to: qualifications of the candidate, job related knowledge, prior related experience, specific and unique skills, the location of the role, internal equity and internal budget. Base pay is only one element of Zuora’s Total Rewards Package. Additional elements may also include bonus/variable compensation, equity and comprehensive benefits, more details found here . Total Compensation (OTE) $275,000 — $325,000 USD

Requirements

Must-haves

Complete Zuora’s in-depth onboarding and sales training to become an expert in Zuora’s messaging, products and services, and unique sales approach
Develop your own account, territory, and opportunity plans to manage complete and complex sales cycles to drive maximum value and adoption of Zuora’s complete multi-product portfolio
Identify and secure expansion / cross-sell opportunities within your assigned book of business
Exceed your quarterly and annual sales quota; identify opportunities and create a pipeline that will fuel the ongoing growth of your business
Meet and exceed annual renewal targets
Work cross-functionally with our marketing, product, and customer service teams to deliver outstanding results
Accurately forecast profitable and predictable territory performance through adherence to our sales process
Advocate for your customers’ implementations and maintain customer satisfaction by ensuring timely resolution of any customer service–related issues
5+ years of solution sales experience managing complex SaaS sales cycles with demonstrated ownership of territory and account management
Proven track record of consistent over-achievement of quotas, revenue goals, and the ability to effectively identify and sell to C-level executives
Passion for building long-lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results
Ability to align technology solutions to complex, multi-stakeholder business problems and utilize strategic thinking skills to solve customer problems
Technologically adept and business-acumen focused, with outstanding communication (both written and oral), negotiation, and presentation skills
Ability to work individually and on a collaborative team in a fast-paced and continuously evolving environment
Ability to travel when required
About the Team

Nice-to-haves

Bachelor’s degree (sales training methodologies is a plus)

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

Parental Leave

Wellness