The Opportunity
This is an enterprise expansion strategy role focused on driving growth within an established portfolio of large enterprise customers across Northern Europe.
Role
* Deepening executive relationships
* Identifying new monetization initiatives
* Expanding product adoption
* Driving multi‑year enterprise expansion strategies
* Delivering predictable ARR growth and renewal excellence
You will operate as the strategic commercial owner of your territory—building long‑term growth plans for each account and positioning Zuora as a mission‑critical platform for the Office of the CFO, CIO, and Digital Transformation leaders. This is not transactional account management. This is enterprise expansion strategy.
What You’ll Do
Drive Strategic Expansion
* Develop multi‑year account growth plans for $100M–$1B+ enterprise customers
* Identify and lead cross‑sell, upsell, and new use‑case expansion opportunities
* Position additional Zuora products across billing, revenue recognition, CPQ, and monetization
* Align Zuora’s roadmap with customers’ digital transformation initiatives
Own Commercial Outcomes
* Exceed annual expansion ARR targets
* Meet and exceed renewal goals with disciplined forecasting
* Build and maintain a high‑quality pipeline within your account base
* Deliver predictable territory performance through strong sales process adherence
Engage at Executive Level
* Build trusted advisor relationships with CFOs, CIOs, Heads of Monetization, and Transformation leaders
* Lead complex, multi‑stakeholder enterprise sales cycles
* Architect commercial strategies that align pricing, packaging, and monetization transformation
Partner Cross‑Functionally
* Collaborate with Customer Success/Solution Engineering, Product, and Services to maximize customer value
* Champion your customers internally to accelerate innovation and remove friction
* Ensure expansion initiatives translate into measurable business outcomes
What Makes This Role Exciting
* You inherit a strategic enterprise portfolio with significant whitespace opportunity
* Northern Europe is a growth priority region
* You operate at board‑level conversations around recurring revenue strategy
* You influence how some of the most innovative companies in Europe monetize their future
* You build long‑term franchise value— not one‑off deals
About You
* 7+ years of enterprise SaaS sales or account expansion experience
* Proven track record of overachievement in complex, multi‑product environments
* Experience expanding within large enterprise accounts ($100M–$1B+)
* Strong executive presence and negotiation capability
* Experience selling into Finance (CFO, Revenue, Billing) and/or IT stakeholders is a major plus
* Commercial discipline in forecasting and territory management
* Ability to navigate multi‑country Northern European markets
You Must Be Comfortable Balancing
* Growth ambition
* Renewal predictability
* Executive engagement
* Cross‑functional orchestration
You Are
* Relationship‑driven but commercially sharp
* Comfortable operating at C‑level
* Strategic in account planning
* Data‑informed in forecasting
* Entrepreneurial in opportunity identification
* Energized by enterprise complexity
Benefits
* Competitive compensation, variable bonus and performance‑based reward opportunities, and retirement programs
* Medical, dental, and vision insurance
* Generous, flexible time off, plus paid holidays, wellness days, and a company‑wide year‑end break
* Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)
* Learning & development stipend to support ongoing growth
* Opportunities to volunteer and give back, including charitable donation matching where available
* Mental wellbeing resources and support
* Benefits may vary by location; details will be shared during the interview process
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.
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