Job Description
Company Overview
At Zuora, we do Modern Business. We help people subscribe to new ways of doing business that are better for people, companies, and ultimately the planet. Built on the shift to the Subscription Economy, we put customers first by building recurring relationships instead of one-time sales. Through our multi-product suite, we work with the world’s most innovative companies to monetize new business models, grow subscriber relationships, and optimize their digital experiences.
Zuora is an AI-native company. We use agents across the business and are building the monetization and payment infrastructure for the AI era. As agent-driven and usage-based consumption grows, the flat, recurring models that billing and payments were built for start to break. Our AI monetization framework and agentic payment capabilities help companies meter, bill, collect, and optimize at that scale, and turn AI and usage into durable revenue.
The Team & Role
As the GM Payments -Sales, you will own the go-to-market plays and revenue execution and be responsible for building a business for Zuora’s Payments portfolio. You will lead a small, specialized overlay team that supports our core field sales organization on Payments deals, while account ownership and renewals stay with the core team. This role sits in the Strategic Partnerships & M&A organization and is highly visible with executives, customers, and gateway partners.
Zuora Payments helps customers collect revenue across hundreds of gateway and acquirer integrations. We are now launching new agentic payment and orchestration capabilities, with access to 1,000+ payment methods and built-in fraud, risk, and transaction optimization. You will build that business: designing the AI-first GTM motions that bring these capabilities to market and turn them into revenue.
We are looking for a payments sales leader who has carried a bag, closed complex Payment Service Provider (PSP) deals, and can coach reps through the full payments sales cycle. You should also be an AI-native builder who scales your own impact with AI agents and captures plays as reusable skill files, so the team compounds what works instead of leaving it in slides and one-off conversations.
What You’ll Do
- Own the Payments GTM plays and the Payments revenue number, including ARR growth and attach rates.
- Define the plays end to end: ICP, segmentation, messaging, competitive positioning, and channel strategy.
- Lead the overlay team that supports field AEs and SEs in deals, and build repeatable sales motions and enablement they can run.
- Build the GTM motion for Zuora’s new agentic payment and orchestration capabilities, including the Payment Gateway Change (Volume Play), and drive adoption from launch to scale.
- Coordinate the Volume Play with the Payments Value-Added Services (Value Play) team so both motions reinforce each other.
- Develop co-sell motions, campaigns, and programs with PSP and gateway partners, and manage a competitive, multi-partner ecosystem with diplomacy.
- Contribute market and deal feedback to the Payments roadmap, partnering with Product and the CPO organization on priorities.
- Define and track KPIs for revenue growth, partner performance, enablement effectiveness, and product adoption, and report to senior leadership.
- Work AI-native: use AI agents to scale your output and capture plays, enablement, and partner motions as reusable skill files the team can improve.
Your Experience
- Proven track record selling PSP products, payment gateway solutions, or payment platform services to enterprise customers. You have carried the bag and know the payments sales cycle end to end.
- 12+ years in payments or fintech, with significant time in hands-on sales, business development, or GTM leadership.
- Deep knowledge of the payments ecosystem: gateways, acquirers, processors, card networks, alternative payment methods, fraud and risk tools, and orchestration.
- Experience leading overlay or specialist sales teams that support a broader field organization.
- Track record building sales enablement that measurably improves field performance and deal velocity.
- Experience managing partner ecosystems with competing interests.
- Strong analytical skills: GTM metrics, pipeline forecasting, and translating market data into commercial action.
- AI-native operator who already uses AI agents to scale work and document repeatable plays as skill files.
- Strong executive presence with C-level stakeholders, partners, and customers.
- Bachelor’s degree required; MBA or advanced degree preferred.
Nice to Haves
- Experience in the subscription economy, recurring billing, or usage-based models.
- Familiarity with AI/ML in payment optimization, routing, or fraud prevention.
- Experience with payment gateway partners such as Stripe, Adyen, Braintree, Worldpay, or Chase Paymentech.
- Experience with PCI, PSD2/SCA, and regional payment regulations in a commercial context.
#ZEOLife at Zuora
As an industry pioneer, our work is constantly evolving and challenges us to think differently, iterate often, and learn constantly. Our people, whom we call ZEOs, are empowered to take ownership and make a bigger impact here. Our teams collaborate deeply, exchange ideas openly, and together make what’s next possible for our customers, community, and the world.
As part of our commitment to an inclusive, high-performance culture, we support ZEOs with:
- Competitive compensation, variable bonus and performance rewards, and retirement programs
- Medical, dental, and vision insurance
- Generous, flexible time off
- Paid holidays, wellness days, and a company-wide end-of-year break
- 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
Teams at Zuora are empowered to design flexible ways of working, being intentional about scheduling, communication, and collaboration. In our globally distributed company, this means balancing flexibility to live our lives fully with responsibility to each other, our customers, and 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 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 at [email protected].
Compensation
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, job-related knowledge, prior experience, specific skills, location, internal equity, and budget. Base pay is one element of Zuora’s Total Rewards Package, which may also include bonus or variable compensation, equity, and comprehensive benefits.
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
$235,000—$235,000 USD
