About the Job
At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time produc...
This role sits at the intersection of sales strategy, technical leadership, and strategic customer engagement, acting as the technical counterpart to Regional Sales leader while building a world-class Customer Solution Engineering team. You will partner closely across our GTM, Product & Technology, and other organiz...
Partner directly with a Regional Vice President of Sales, and act as their technical counterpart
Key Responsibilities
Sales Partnership
Lead the team through execution of sales campaigns for strategic and enterprise-level customers; comfortable leading by example and getting hands-on in deals
Guide teams to articulate business and technical value across quote-to-cash, billing, and revenue use cases
Develop and implement innovative value-selling approaches adapted to Zuora’s growing customer bas
Strategic Customer Engagement
Build trust-based relationships at the executive level with customers, engaging as a technical thought partner
Support development and management of a pipeline of strategic customer engagement opportunities, including customer workshops and QBRs, aligning on target selection, supporting execution & ongoing, outcome-based follow-through
Retention
Drive disciplined execution across renewals and long-term customer success initiatives; including ownership for renewal forecast accuracy
Lead and grow a high-performing Customer Solution Engineering team
Hire, lead, coach, and motivate a high-performing Customer Solution Engineering team
Build a strong consultative selling and technical advisory culture rooted in expertise across quote-to-cash, subscription billing, revenue recognition, and enterprise architecture
Provide ongoing feedback, coaching, and enablement around discovery, demos, value selling, and technical execution in the field to drive career development
Cross functional collaboration
Work cross-functionally with Sales, Global Services, Product & Technology, & Customer Support to drive sustainable growth and long-term customer partnerships
Required Skills & Abilities
Proven experience managing a large, diversified customer portfolio
Compelling leader who can effectively develop trust to supportively coach and drive team motivation
Strong track record partnering with senior sales leadership and influencing outcomes at the executive level
Background in technical sales, sales engineering, customer engineering, or enterprise SaaS environments
Solid understanding of SaaS software and recurring revenue business models
Experience in billing, revenue recognition and the order to cash (OTC) space
As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it’s exciting. Our people, whom we refer to as “ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we’re making what’s next possible for our customers, community and the world.
As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:
Competitive compensation, variable bonus and performance reward opportunities, and retirement programs
Medical, dental and vision insurance
Generous, flexible time off
Paid holidays, “wellness” days and company wide end of year break
Fully paid parental leave
Learning & Development stipend
Opportunities to volunteer and give back, including charitable donation match
Free resources and support for your mental wellbeing
Specific benefits offerings may vary by country and can be viewed in more detail during your interview process.
