Strategic Account Executive

Job description

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, company equity and retirement programs
• Medical, dental and vision insurance
• Generous, flexible unlimited 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)

$150,000—$300,000 USD