Zuora - Enterprise Account Executive, Expand
Requirements
• 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 • 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 • You see expansion as a structured discipline — not opportunistic upselling. • #ZEOLife at Zuora • #ZEOLife at Zuora • At Zuora, we think like owners. We build with intent. We operate with accountability. And we collaborate deeply to win as a team, that's our employees are known as ZEO's! • You’ll be surrounded by high-caliber colleagues across Sales, Product, Customer Success, and Services — all aligned around one goal: delivering sustainable growth for our customers and our business.
Responsibilities
• 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. • You are the growth architect for your accounts.
Benefits
• Subscription and usage-based models are accelerating across the region. Enterprises are modernizing legacy billing systems, entering new markets, and shifting from product sales to recurring revenue streams. • Zuora is positioned at the center of that transformation. • This role gives you the platform to shape it.
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