Strategic Account Executive

Summary

Join Zuora's Sales team as a Strategic Account Executive (Expand) and focus on targeted $100M - $1B+ accounts. You will manage complex sales cycles, cultivate partner relationships, identify expansion opportunities, and exceed sales quotas. Work closely with an account team, including Solution Engineers and Customer Success Architects, to enhance customer relationships and value. Accurately forecast territory performance and advocate for customer implementations. This role requires 10+ years of SaaS sales experience and a proven track record of exceeding quotas. Zuora offers competitive compensation, benefits, and a flexible work environment.

Requirements

• 10+ years of solution sales experience managing complex SaaS sales-cycles with demonstrated ownership of territory and account management
• Track record of consistent over-achievement of quotas + revenue goals
• Proven ability to effectively identify, sell to C-level executives, and leverage existing network
• Passion for building long lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results
• Ability to develop account plans to go wider and sell into additional LOBs / units within customer hierarchy
• Ability to align technology solutions to complex, multi-stakeholder business problems and utilize strategic thinking skills to solve customer problems
• Technologically adept and business acumen focused with outstanding communication both written and oral, negotiation and presentation skills
• Ability to work individually and on a collaborative team in a fast paced and continuously evolving environment
• Strong computer skills including the G-Suite, Microsoft Office (Word, PowerPoint, Excel) and Salesforce
• Bachelor's degree (sales training methodologies is a plus)

Responsibilities

• Complete Zuora’s in depth onboarding and sales training to become an expert in Zuora’s messaging, products and services and unique sales approach
• Develop your own account, territory, and opportunity plans to manage the complete and complex sales cycles to drive maximum value and adoption of Zuora’s complete multi-product portfolio
• Cultivate and leverage partner & alliance relationships to support customer & territory expansion
• Identify and secure expansion / cross-sell opportunities within your assigned book of business
• Exceed your quarterly and annual sales quota; identify opportunities and proactive pipeline creation that will fuel the ongoing growth of your business
• Meet & Exceed Annual renewal targets
• Lead/leverage an account team of Solution Engineers, Business Development Representatives, Revenue Advisors, Marketing, Product, and Customer Success Architects to develop and manage sales pipeline and enhance customer relationships and value realized
• Accurately forecast profitable and predictable territory performance through adherence of our sales process
• Advocate your customers’ implementations and maintain customer satisfaction by ensuring timely resolution any customer service related issues
• Ability to travel when required

Benefits

• Competitive compensation, corporate bonus program and performance rewards, company equity and retirement programs
• Medical, dental and vision insurance
• Generous, flexible unlimited time off
• Paid holidays, “wellness” days and company wide end of year holiday break
• 6 months fully paid parental leave
• 401K match
• Learning & Development stipend
• Opportunities to volunteer and give back, including charitable donation match
• Free resources and support for your mental wellbeing