Enterprise Account Executive, Expand

🏢 Zuora · 📍 Foster City, California, United States; San Francisco, California, United States 💰 $275,000 - $275,000 / yr

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Position Summary & Responsibilities

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’

🎯 Candidate Preparation Guide For Zuora Applicants

Key Role Competencies & Evaluation Highlights

Key Role Focus:

Evaluating mastery of the Subscription Economy business model, SaaS metrics (NRR, churn, ARR), and enterprise cross-functional orchestration.

📋 Preparation Priorities (Key Areas to Clarify):

1. Confusing transactional SaaS metrics with recurring subscription lifecycle metrics.
2. Failing to demonstrate customer-centric thinking in enterprise deal cycles.
3. Lack of familiarity with multi-product SaaS packaging and pricing strategies.

✨ Recommended Role Alignment Hook:

I specialize in scaling subscription businesses by optimizing monetization workflows, driving NRR, and orchestrating complex enterprise SaaS strategies.

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