Regional Vice President, Sales

Lead one of Zuora's Enterprise New Business Sales teams in the US, specifically for the US West region. This role involves supporting and driving your sales team to accurately identify, qualify, structure, and close opportunities, thereby growing Zuora's critical US business. You will collaborate with various supporting functions, develop go-to-market strategies, build and maintain partner relationships, and help achieve revenue and pipeline targets for the region. This is an exciting opportunity to accelerate your leadership career in a highly rewarding hands-on role, starting with 5 x AEs.

Must Have

• Deliver strong, predictable quarterly sales execution.
• Develop and execute the sales strategy for the region.
• Drive discipline and rigor with your team to maximize sales outcomes.
• Comprehend and articulate the latest trends and innovations, weaving them into the Zuora value proposition and roadmap.
• Identify, conceive, model, and execute revenue-generating business opportunities.
• Lead dedicated resources (sales development, pre-sales, sales, services) within the region.
• Work with the Alliances Director to form successful strategic long-term partnerships.
• Work with the Marketing Director to develop successful plans that generate awareness of, and demand/pipeline for Zuora.
• Develop, analyze, and present business-related metrics including operating results, forecasts, and other key performance indicators.
• Demonstrable track record of successfully building new business in the US.
• Demonstrable success winning seven-figure, complex enterprise projects.
• Experience dealing with multiple senior stakeholders.
• Experience working alongside regional and global Systems Integrators.
• High level of intellect to enable the execution of sophisticated sales engagement processes and to introduce complex business transformational positions to customers.
• Inspirational leader of people, leading from the front.
• Entrepreneurial, inquisitive, and curious about their customer’s business.
• Analytical, at home with collecting and using data.
• Strong but engaging personality that encourages cross-functional collaboration.
• Natural gravitas when dealing with senior executives both internally and externally.
• Experience managing to a sales methodology, especially Value Selling.

Good to Have

• Experience preferably in a SaaS environment.
• Experience with innovative solutions that challenge the status quo.
• Flexible and creative thinking, with a “do what it takes” mind-set to win business.
• A ‘high-octane’ drive to success.
• Ability to lead through showing strength and confidence but humility and integrity as a foundation.
• Preference for candidates based on the West Coast and ideally in the Bay Area close to our HQ in Redwood City.

Perks & Benefits

• Competitive compensation, corporate bonus program and performance rewards, company equity and retirement programs
• Medical, dental and vision insurance
• Generous, flexible time off
• Paid holidays, “wellness” days and company wide end of year break
• 6 months fully paid parental leave
• Learning & Development stipend
• Opportunities to volunteer and give back, including charitable donation match
• Free resources and support for your mental wellbeing

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

Your primary responsibility will be to lead one of two Enterprise New Business Sales teams in the US. The team owns all new business sales in US West.l. By supporting and driving your sales team to accurately identify, qualify, structure and close opportunities, you will help to grow our critical US business. You will work closely with supporting functions including Solution Consulting, Sales Development, Marketing, Partner Services, Global Services as well as leaders across the broader sales organization. You will collaborate on developing go-to-market strategies for the region, build and maintain partner relationships and help achieve revenue, and pipeline targets for the region.

Starting with 5 x AEs, this is an exciting opportunity to accelerate your leadership career in a highly rewarding hands-on role.

What you’ll do:

Responsibilities include, but are not limited to, the following:

• Deliver strong, predictable quarterly sales execution.
• Work with the GM to develop and execute the sales strategy for the region.
• Drive discipline and rigor with your team to maximize sales outcomes
• Given that you will be at the forefront of Zuora’s US West, have the ability to comprehend and then articulate the latest trends and innovations and weave these into the Zuora value proposition and roadmap.
• Identify, conceive, model and execute revenue-generating business opportunities.
• Lead dedicated resources (sales development, pre-sales, sales, services) within the region.
• Work with the Alliances Director to form successful strategic long-term partnerships.
• Work with the Marketing Director to develop successful plans that generate awareness of, and demand/pipeline for Zuora
• Develop, analyze and present business-related metrics including operating results, forecasts, and other key performance indicators.

Experience:

• A dynamic, high-energy executive with a demonstrable track record of successfully building new business in the US, preferably in a SaaS environment and/or with innovative solutions that challenge the status quo.
• Demonstrable success winning seven-figure, complex enterprise projects, dealing with multiple senior stakeholders and working alongside regional and global Systems Integrators.
• Flexible and creative thinking, but ultimately with a “do what it takes” mind-set to win business
• Someone who can demonstrate a high level of intellect to enable the execution of sophisticated sales engagement processes and to introduce complex business transformational positions to customers.
• An inspirational leader of people. Leading from the front, this person will naturally take the team with them and a ‘high-octane’ drive to success
• Entrepreneurial, inquisitive, and curious about their customer’s business.
• Analytical, at home with collecting and using data.
• A strong but engaging personality (“presence”) that encourages cross-functional collaboration. Able to lead through showing not just strength and confidence but humility and integrity as a foundation
• Natural gravitas when dealing with senior executives both internally and externally.
• Experience managing to a sales methodology, especially Value Selling

#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 time off
• Paid holidays, “wellness” days and company wide end of year break
• 6 months fully paid parental leave
• 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. We have a strong preference for candidates based on the West Coast and ideally in the Bay Area close to our HQ in Redwood City.

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)

$238,000—$476,000 USD