Senior Revenue Advisor

Summary

Join Zuora's Customer Solutions Engineering team as a Senior Revenue Advisor and become a key player in driving our global growth. Working remotely with occasional office visits, you will leverage your expertise in revenue recognition automation to help enterprise clients succeed. Responsibilities include conducting technical discovery sessions, delivering compelling presentations to C-level executives, and securing technical wins. You will collaborate with internal teams and partners, manage escalations, and contribute to product roadmap development. This role requires a BA/BS in Accounting or Finance, 5+ years of experience in revenue accounting, and excellent presentation skills. Zuora offers a competitive compensation package, including benefits such as health insurance, generous time off, parental leave, and professional development opportunities.

Requirements

• BA/BS in Accounting or Finance (or equivalent)
• 5+ years experience in Revenue Accounting with a strong working knowledge of current revenue standards (ASC 606, IFRS 15)
• Ability to understand business process needs and to conceptualize how to demonstrate the fulfillment of those needs through our solution
• Self-motivation and the desire to learn and become an expert on the entire quote-to-cash cycle for enterprise businesses across any sales channel in Total Monetization
• Excellent presentation skills and the ability to drive discussions for both small and large groups within organizations and at various levels from front-line personnel to senior executives

Responsibilities

• Complete Zuora’s in-depth onboarding and sales training to become an expert in Zuora’s products, services, unique solutions, and technical capabilities
• Serve as a subject matter expert in revenue recognition automation
• Own the technical relationships with a deep understanding of customer needs and constraints, including conducting functional discovery sessions and customer solutioning
• Own adoption and the technical health of the customer
• Deliver product demonstrations and technical presentations to a C-Level audience and articulate how Zuora’s platform will allow their business to succeed and grow
• Create end-to-end use case-specific demonstrations mapped to prospects’ strategic objectives across industries
• Secure technical wins by differentiating Zuora against the competition, handle technical objections and mitigate any concerns that might block a deal from closing
• Act as the front-line liaison to our product management team by informing our product roadmap based on prospects’ needs
• Own making sure the customer is realizing value against their expectations
• Responsible for defining & monitoring the business case and KPIs in the account plan
• Help shape commercial strategy and technical action plan
• Help identify white space including the extension of our footprint & capabilities and expansion into new BUs
• Commercially present solutions in easy-to-grasp ways
• Coordinate resources from across Zuora & partners from a technical standpoint
• Work with product & solution mgmt to share the context (why) behind customer requests and potential applicability to others in a segment
• Manage escalations internally and externally with support from AEs and Customer Support to identify a root cause and action plan
• Ask for customer reference after milestones are delivered, with follow-up support from AEs and customer advocacy
• Collaborate with solution architects in overall design and approach
• Support sales and marketing at field events with product demonstrations and technical subject matter expertise
• Respond to technical elements of RFI’s / RFP’s
• Travel throughout your sales territory

Preferred Qualifications

• Experience working with a diligent sales process methodology (MEDDIC, Value Selling, etc.)
• Prior pre-sales or consulting experience preferred
• Experience with Zuora Revenue (RevPro) preferred

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