Zuora

Leading global revenue operations, forecasting, territory and quota management, pipeline analytics, and systems ownership to drive predictable revenue growth. | Over 10 years of experience in SaaS or enterprise revenue operations, deep expertise in Salesforce, proven ability to design GTM models, and leadership in high-growth environments. | Company Overview At Zuora, we power the world’s shift to Modern Business. We’re helping people and companies subscribe to a better way of doing business—one that’s built on recurring relationships instead of one-time transactions, creating more value for customers, companies, and the planet. As pioneers of the Subscription Economy, our platform and expertise help the world’s most innovative organizations—from disruptive startups to global enterprises—monetize new business models, nurture long-term subscriber relationships, and optimize their digital experiences. Join us as we transform industries and shape the future of how businesses grow. The Team and the Role The VP of Revenue Operations (RevOps) / Sales Operations is a highly strategic business partner to the COO, CRO, CCO and the rest of the Executive Leadership Team, managing a global team responsible for building and optimizing the systems, processes, and analytics that drive predictable, scalable revenue performance across the customer lifecycle (Acquire, Implement, Expand, Retain). This leader is a strategic operator working along GTM, Customer Success and Services who turns strategy into repeatable execution, owning end-to-end forecasting for bookings and retention, pipeline and deal management, global analytics, territory design, quota setting, sales and services compensation, and field effectiveness . The ideal candidate has 10–15+ years of progressive experience in Enterprise/ Global SaaS revenue operations or sales and services operations and is a proven operator capable of driving commercial excellence in Salesforce and across a modern, integrated GTM tool ecosystem. What you’ll do Revenue Planning & Forecasting Lead the end-to-end corporate sales forecasting process, partnering closely with Sales, Finance, Customer Success, Services, and Marketing leadership, ensuring a single source of truth for revenue prediction. Build and maintain standardized forecasting methodologies, including pipeline inspection, data science-backed conversion modeling, services analysis, and scenario planning across regions and segments. Own the design and governance of global sales compensation plans that reinforce GTM strategy, drive collaboration, and ensure fiscal alignment with corporate targets. Deliver executive-level insights on forecast risk, upside, and key performance drivers to the Senior Leadership team and Board. Territory, Segmentation & Quota Management Design and implement global territory models aligned to market potential, whitespace analysis, sales capacity planning, and service delivery constraints. Own annual quota-setting and allocation processes, ensuring fairness, scalability, and alignment with corporate targets. Monitor quota attainment trends and recommend proactive resource adjustments or strategic coverage changes. Pipeline Management & GTM Analytics Oversee robust pipeline health analytics, identifying key drivers, bottlenecks, and opportunities for acceleration across regions, segments, and partners. Analyze sales and marketing data to identify performance trends, conversion drivers, and areas of inefficiency across the funnel. Build and govern actionable, executive-ready dashboards and KPIs to measure funnel conversion, sales cycle efficiency, pipeline and bookings health, renewals, services attach rates, deal complexity, delivery readiness, and rep productivity—segmented by geography, market, battleground, and individual performance. Partner with Marketing, Sales and Services Leadership to drive rigorous, data-backed weekly/monthly pipeline and deal reviews. Collaborate with Sales, Marketing, and Product to translate product, market, and buyer-intent signals into prioritized workflows, GTM plays, and automated engagement strategies to accelerate pipeline creation and conversion. Own Global Services reporting and forecasting, including services revenue, P&L, budget vs. actuals, cost management, and go-live forecasting. Develop predictive and long-range models for pipeline, bookings, renewals, and churn, including multi-quarter (e.g., 9-quarter rolling) forecasts to inform strategic planning and investment decisions. Customer Lifecycle & Renewals Insights Develop analyses and frameworks to understand renewals performance, customer health, churn risk, and expansion opportunities. Establish clear measurement and executive visibility into the impact of services delivery on long-term retention, expansion, and customer value realization. Partner with Customer Success and Account Management to create consistent health scoring and cohort-based analyses that embed value realization across the lifecycle. Partner with Services to define, track, and operationalize implementation performance metrics (e.g., time-to-value) and embed them into lifecycle and renewal analytics. Implement system-driven monitoring and alerting to proactively identify and escalate at-risk implementations and customer engagements. Deliver insights that shape product, retention, and pricing/packaging strategy and renewal forecasting. Systems Ownership & Process Excellence Serve as the executive owner of Salesforce—driving data quality, architecture, workflow design, and integration strategy. Ensure the GTM system stack (e.g. Salesforce, CPQ, Gainsight, Clari) is fully instrumented and governed to support scalable and efficient processes. Coordinate with IT on implementation and support of tools and analytics to support the organization. Own Global Services opportunity processing, customer billing workflows, and internal services compensation programs. Lead data quality and governance initiatives across GTM systems, including historical data normalization (e.g., upsell and expansion bookings) and the design of scalable, automated mechanisms for capturing pipeline and bookings going forward. Lead cross-functional efforts to streamline and document sales processes, acting as a change agent to ensure alignment across Sales, Marketing, Customer Success, Services, and Finance. Strategic Leadership & Cross-Functional Partnership Act as a trusted advisor to the COO, CRO, and CCO in translating data into actionable insights and strategic recommendations. Lead and mentor a high-performing, multi-disciplinary RevOps team across forecasting, analytics, systems, sales process, and services operations fostering a culture of operational excellence. Drive successful onboarding, institutionalize best practices, and provide executive ownership of data governance, integrity, and accuracy across the end-to-end GTM operating model. Support board-level reporting and preparation of executive materials related to revenue performance and GTM efficiency and ROI. First Year Success Looks Like: Establish a reliable, data-driven forecasting process with increased accuracy, supported by clear operational cadence. Deliver a comprehensive data-backed global territory and quota model for the upcoming fiscal cycle. Improve pipeline visibility and implement a standardized methodology across all regions. Enhance Salesforce data integrity and streamline GTM processes. Build a cohesive RevOps organization with clear charters and operating cadence Your experience 10–15 years+ of progressive experience in Revenue Operations, Sales Operations, or related GTM operations roles. Significant, demonstrated experience in a Global SaaS / subscription-based business model is mandatory, ideally mid-market or enterprise-focused. Deep expertise with Salesforce (data governance, complex architecture, reporting, process design, integrations). Demonstrated ability to design GTM workforce models Proven track record of owning and improving forecasting accuracy, pipeline analytics, territory/quota modeling, and renewals insights. Exceptional analytical and financial modeling mindset; expert in turning complex data into narratives that drive executive and board-level decision-making. Demonstrated ability to design, implement, and govern scalable processes in high-growth, multi-region environments. Excellent leadership skills with experience managing and developing multi-disciplinary, geographically dispersed operations teams. Strong cross-functional collaboration and executive communication skills; ability to influence without direct authority. Nice to Haves Direct experience leading a RevOps function through a period of significant growth Expert-level familiarity with advanced RevOps tools such as Clari, PowerBI, Gainsight,etc. Background in working with global sales teams and multi-region GTM motions with multiple routes to market (e.g. Direct, Partner,) Experience supporting complex revenue models (subscription, usage-based, multi-product portfolios). MBA or related advanced degree is highly valued. Preferred location in San Francisco Bay Area. #ZEOLife at Zuora At Zuora, we’re constantly learning, innovating, and growing. Our people—known as ZEOs—are empowered to take ownership, challenge the status quo, and make a lasting impact. We collaborate deeply, think boldly, and support one another to make what’s next possible—for our customers, our communities, and each other. We offer: Competitive compensation, bonus opportunities, and retirement programs Comprehensive medical, dental, and vision coverage Generous, flexible time off Paid holidays, wellness days, and a company-wide year-end break 6 months of fully paid parental leave Learning & development stipend Opportunities to give back, including volunteer time and donation matching Mental wellbeing resources and support (Benefits may vary by location; details will be shared during the interview process.) Location & Work Arrangements Zuora teams are empowered to design flexible, intentional ways of working. Whether remote, hybrid, or in-office, we balance flexibility with accountability—to each other, our customers, and our mission. For most roles, you’ll have the freedom to work where you’re most productive while staying connected to your team and the broader ZEO community. 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. Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards 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(at)zuora.com The base pay details represent the annualized salary range for the posted position. 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. Base Pay Details $264,160—$396,240 USD

Own and execute the global payments roadmap, manage integrations with payment processors, and serve as the domain expert on payment gateways. | Deep understanding of the payments industry, experience managing complex integrations, and a technical aptitude for API specifications and workflows. | Company Overview 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 product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences. The Team & Role We are looking for a Product Manager-Payments to lead our efforts in expanding and optimizing our global payments ecosystem. In this role, you will have the unique opportunity to own the roadmap for global acceptance and payment coverage, ensuring that our customers can seamlessly process payments anywhere in the world. You will work at the intersection of product, engineering, and partnerships, driving the strategy for our integrations with payment processors and acquirers. If you are passionate about the payments domain and eager to build scalable solutions that power the Subscription Economy, this is the perfect time to join our team. This is a remote position, so you’ll be working remotely while occasionally getting together with your team for office visits, events, or offsites. Of course, you’re welcome to come into the office more often if you’re nearby. Our Tech Stack: Java, Spring, Rest API, Microservices, Kafka, Spark, NodeJS, AWS, Kubernetes, Terraform, AngularJS What you’ll do Own the Global Payments coverage Roadmap: Define, own, and execute the product roadmap for global acceptance and payment coverage, ensuring comprehensive support for all payment processors integrated with Zuora. Drive Processor Integrations: Lead the end-to-end lifecycle of integrations with payment processors and acquirers, from technical scoping and design to launch and maintenance. Optimize Payment Performance: Analyze payment success rates and processing data to identify opportunities for improving authorization rates and reducing transaction failures across different regions. Collaborate Cross-Functionally: Work closely with engineering, design, and partner management teams to deliver robust payment solutions that meet the complex needs of our global enterprise customers. Serve as the Domain Expert: Act as the internal subject matter expert on payment gateways, acquirers, and alternative payment methods, providing guidance to internal teams and customers on best practices for payment acceptance. Focal point for customer and partner communications: Work closely with the customers and the payment partners to be the face for communication during the US timezone and working with the engineering team and other stakeholders in Beijing and India. Your experience Payments Domain Expertise: Proven experience in the payments industry, with a deep understanding of the payments ecosystem, including gateways, processors, acquirers, and schemes. Integration Management: Demonstrated success in managing complex integrations with payment processors and acquirers, with the ability to understand technical API specifications and integration workflows. Product Management: Strong background in product management, with a track record of owning a product roadmap and delivering features that drive business impact. Technical Aptitude: Ability to understand the technical nuances of payment integrations and effectively communicate requirements to engineering teams. Global Mindset: Experience building products for a global market, understanding the specific payment preferences and regulatory requirements of different regions. Nice to Have Experience working with recurring billing or subscription management platforms. Familiarity with global payment regulations such as PSD2, SCA, and PCI-DSS. Technical background or previous experience as a solution architect or engineer in the payments space. #ZEOLife at Zuora 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 6 months 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. Location & Work Arrangements Organizations and teams at Zuora are empowered to design efficient and flexible ways of working, being intentional about scheduling, communication, and collaboration strategies that help us achieve our best results. In our dynamic, globally distributed company, this means balancing flexibility and responsibility — flexibility to live our lives to the fullest, and responsibility to each other, to our customers, and to our shareholders. For most roles, we offer the flexibility to work both remotely and at Zuora offices. 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. Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards 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. The base pay details represent the annualized salary range for the posted position. 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. Base Pay Details $155,700—$155,700 USD

Manage complex sales cycles for large accounts, develop account and territory plans, lead cross-functional sales teams, and exceed sales quotas. | 10+ years of solution sales experience with proven quota achievement, ability to sell to C-level executives, strong communication and negotiation skills, and proficiency with Salesforce and office productivity tools. | Company Overview 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 product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences. The Team & Role Zuora’s leading, cloud-based software solution automates all 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. We are looking for a relationship focused, outcome-oriented Strategic Account Manager with an entrepreneurial spirit to help us take on this huge market opportunity. As a Strategic Account Executive (Expand), you’ll focus on targeted $100M - $1B+ accounts across the region helping to enable 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, expanding Zuora’s footprint and value. You will be the CEO aka “ZEO” of your franchise and career – owning, driving the strategy and leading the sales cycle with a cross-functional team including our award-winning customer service team. Be challenged and supported as a salesperson to grow as you’ll be surrounded by some of the brightest and most visionary people both in and outside of Zuora. What you’ll do Complete Zuora’s in depth onboarding and sales training to b​ecome an expert in Zuora’s messaging, products and services and unique sales approach Develop your own account, territory, and opportunity plans to manage ​the complete and complex sales cycles to drive maximum value and adoption of Zuora’s complete multi-product portfolio Cultivate and leverage partner & alliance relationships to support customer & territory expansion. Identify and secure expansion / cross-sell opportunities within your assigned book of business E​xceed your quarterly and annual sales quota; identify opportunities and proactive pipeline creation that will fuel the ongoing growth of your business Meet & E​xceed Annual renewal targets Lead/leverage an account team of Solution Engineers, Business Development Representatives, Revenue Advisors, Marketing, Product, and Customer Success Architects to develop and manage sales pipeline and enhance customer relationships and value realized. Accurately forecast profitable and predictable territory performance through adherence of our sales process Advocate your customers’ implementations and maintain customer satisfaction by ensuring timely resolution any customer service related issues Ability to travel when required Your experience 10+ years of solution sales experience managing complex SaaS sales-cycles with demonstrated ownership of territory and account management Track record of consistent over-achievement of quotas + revenue goals. Proven ability to effectively identify, sell to C-level executives, and leverage existing network Passion for building long lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results Ability to develop account plans to go wider and sell into additional LOBs / units within customer hierarchy 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 Strong computer skills including the G-Suite, Microsoft Office (Word, PowerPoint, Excel) and Salesforce Bachelor's degree (sales training methodologies is a plus) #ZEOLife at Zuora 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, corporate bonus program and performance rewards, and retirement programs Medical, dental and vision insurance Generous, flexible unlmited time off Paid holidays, “wellness” days and company wide end of year holiday break 6 months fully paid parental leave 401K match 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. Location & Work Arrangements Organizations and teams at Zuora are empowered to design efficient and flexible ways of working, being intentional about scheduling, communication, and collaboration strategies that help us achieve our best results. In our dynamic, globally distributed company, this means balancing flexibility and responsibility — flexibility to live our lives to the fullest, and responsibility to each other, to our customers, and to our shareholders. For most roles, we offer the flexibility to work both remotely and at Zuora offices. 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. Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards 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(at)zuora.com. 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) $175,000—$350,000 USD