Enterprise AE

About Zuora

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 Opportunity

As an Enterprise Account Executive, you’ll be at the center of helping $100M–$1B+ organizations transform how they operate in the Subscription Economy.

This role offers a unique balance of:

• Expansion (70%) – deepening relationships with existing customers, identifying cross-sell and upsell opportunities, and driving renewals.
• New business (30%) – opening new doors, winning new logos, and expanding Zuora’s footprint in your territory.

You’ll have the full backing of our Sales Development team, but you’ll also roll up your sleeves and lead some of your own prospecting to expand into new areas of opportunity. If you love building trusted partnerships while hunting for the next big win, this role gives you the best of both worlds.

You’ll act as the CEO (“ZEO”) of your territory—owning strategy, leading the sales cycle, and collaborating across a high-performing, diverse team that includes marketing, product, services, and our award‑winning customer success organization.

What you’ll do

• Become an expert in Zuora’s solutions, market position, and value-driven sales methodology through our world-class onboarding.
• Own your book of business by developing territory plans, account strategies, and opportunity pipelines that balance expansion and new logo acquisition.
• Drive customer growth by identifying and closing cross-sell and upsell opportunities while ensuring renewals are seamless.
• Win new business by leveraging SDR partnerships, your own network, our ICP, and targeted outbound activity.
• Inspire confidence with C-level stakeholders by aligning Zuora’s technology to complex, multi-stakeholder business challenges.
• Collaborate across functions to deliver outcomes that delight our customers and fuel long-term partnerships.
• Exceed quotas for both renewals and new business, with accurate and predictable forecasting.
• And yes—get to P-Club and celebrate big wins with your peers.

About You

You are a strategic, consultative seller who loves building long-term relationships and closing complex deals. You’re equally comfortable in the boardroom and in the details of a multi-threaded sales cycle.

Your experience

• 7+ years of enterprise SaaS solution selling with a proven record of exceeding quotas; experience selling to the Office of the CFO is preferred but not required.
• Experience managing complex, multi-stakeholder sales cycles at the $100M+ account level.
• Confidence selling at the C-suite level, with the ability to navigate both strategic and technical conversations.
• A growth mindset—you thrive in fast-paced environments, adapt quickly, and embrace learning.
• Strong communication, presentation, and negotiation skills, with the ability to build trust and influence across diverse teams.
• Experience using Salesforce and modern sales tools (Google Workspace, Microsoft Office, etc.).
• A genuine passion for customer success, teamwork, and making an impact.

If you meet many, but not all, of the criteria above, we still encourage you to apply. We know that diverse experiences and perspectives make our team stronger.

About the Team

You’ll join a high-performing Enterprise Sales team that partners closely with:

• Sales Development – to generate pipeline and open new doors in your territory.
• Customer Success & Services – to ensure customers realize value, expand usage, and renew successfully.
• Product & Marketing – to position Zuora’s platform, influence our roadmap with customer feedback, and bring compelling stories to market.

We operate with a “ZEO” mindset—taking ownership of our business, supporting one another, and celebrating wins together. The team is collaborative, curious, and always looking for better ways to help customers succeed in the Subscription Economy.

Pay and Benefits

Pay

Zuora offers competitive, market-based compensation that includes:

• Base salary aligned to your experience, skills, and location
• A sales incentive / commission plan tied to clear and achievable performance goals

The specific pay mix and range for this role will be shared during the interview process and may vary by location and experience level.

Benefits & Perks (#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:

• Comprehensive health coverage – medical, dental, and vision (benefits may vary by location)
• Competitive compensation, bonus opportunities, and retirement programs
• Generous, flexible time off
• Paid holidays, wellness days, and a company-wide year-end break
• Paid parental leave
• Learning & development stipend to support your growth
• Opportunities to give back, including volunteer time and donation matching
• Mental wellbeing resources and support

Details of the benefits package specific to your location 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. We do not discriminate on the basis of, and consider 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 by sending an email to assistance@zuora.com.