Zuora

• Leverage technology to conduct external market pricing and prepare pricing analyses to determine structure mapping • Serve as the key contact for participation in compensation surveys • Support annual compensation processes, including the Merit cycle, Corporate Bonus Plan, and Promotion cycle by: • Evaluating global salary structures and making adjustment recommendations • Testing and administering compensation processes within Zuora’s pay software • Reviewing proposed pay changes against budget and for parity across teams • Calculating and analyzing bonus payments • Reviewing outcomes against budget • Analyzing process results and outcomes • Partner with HR Operations to support benefits-related onboarding, offboarding, and Total Rewards operations • Support administration of the annual U.S. Benefits Open Enrollment process • Monitor benefits discrepancy files and resolve eligibility issues in a timely manner • Serve as the main point of contact for benefits invoices, including reconciliation and coordination with vendors and internal stakeholders • Provide first-line support to employees by responding to benefits and compensation questions • Assist in the development and maintenance of employee communications, training materials, and benefits resources • Maintain and update policies, procedures, and documentation related to compensation, benefits, time off, and leave of absence programs • Participate in compensation and benefits-related projects, compliance activities, process improvements, and other initiatives as needed • Support leave of absence administration, including maintaining leave records in Workday, ensuring data consistency across systems, coordinating with managers on leave approvals, and responding to disability claims and requests in a timely manner

• Serve as Zuora’s payments subject matter expert throughout the sales cycle. • Partner with Account Executives to identify and develop opportunities within existing and prospective enterprise customers. • Lead discovery sessions focused on payment architecture, gateway strategy, authorization performance, global expansion, and operational efficiency. • Design solution architectures that support flexible payment ecosystems across multiple payment providers, gateways, processors, and payment methods. • Deliver compelling technical presentations, demonstrations, workshops, and architecture reviews tailored to executive, business, and technical audiences. • Advise customers on best practices for payment orchestration, intelligent routing, payment optimization, tokenization, payment resilience, and global payment acceptance. • Collaborate with Product Management, Product Marketing, Partnerships, and Engineering to represent customer requirements and influence future product capabilities. • Develop reusable solution assets, reference architectures, and technical enablement materials to scale payments expertise across the organization. • Support strategic RFPs, proof-of-concepts, and complex enterprise evaluations.

• Own the technical win. Partner with AEs through complex enterprise cycles — discovery, technical strategy, objection handling, and clear differentiation — to secure the technical decision. • Scope, sell, and build quote-to-cash solutions. Translate messy customer requirements across CPQ, billing, and revenue into a defensible QTC architecture — including consumption and usage-based billing models (metering, rating, mediation, invoice presentation, and downstream rev rec implications). • Build and manage the lifecycle of proofs of concept as a primary mechanism (think forward deployed engineer) • Go deep on consumption and AI-native monetization. Design and demonstrate how customers monetize usage- and AI-driven products — event/usage capture, rating at scale, and the billing and revenue implications of consumption pricing. • Build tailored, end-to-end demos and POCs aligned to each customer's strategic objectives — hands-on with APIs, data, and integrations, not slideware. • Lead technical presentations for senior stakeholders, including C-level, translating architecture and pricing-model tradeoffs into business value. • Build strong technical relationships with customers and prospects — understanding their goals, constraints, systems of record, and operating models. • Protect technical health and adoption on your accounts — ensure customers realize value against agreed outcomes, and identify expansion across business units, cross-sell, and add-ons. • Influence roadmap by feeding structured customer and market signal to Product and Solutions teams. • Coordinate technical resources across Zuora and partners; contribute to RFPs/RFIs, field events, and customer references; support escalations cross-functionally. • Travel within your territory as needed.

• Own the Payments GTM plays and the Payments revenue number, including ARR growth and attach rates. • Define the plays end to end: ICP, segmentation, messaging, competitive positioning, and channel strategy. • Lead the overlay team that supports field AEs and SEs in deals, and build repeatable sales motions and enablement they can run. • Build the GTM motion for Zuora's new agentic payment and orchestration capabilities, including the Payment Gateway Change (Volume Play), and drive adoption from launch to scale. • Coordinate the Volume Play with the Payments Value-Added Services (Value Play) team so both motions reinforce each other. • Develop co-sell motions, campaigns, and programs with PSP and gateway partners, and manage a competitive, multi-partner ecosystem with diplomacy. • Contribute market and deal feedback to the Payments roadmap, partnering with Product and the CPO organization on priorities. • Define and track KPIs for revenue growth, partner performance, enablement effectiveness, and product adoption, and report to senior leadership. • Work AI-native: use AI agents to scale your output and capture plays, enablement, and partner motions as reusable skill files the team can improve.

Role Description As a Zuora Enterprise Solution Architect (ESA), you will be a trusted partner and advisor to live, already-implemented customers. This role is focused on maximizing the value of Zuora solutions by aligning them with customers’ strategic goals, optimizing Order-to-Revenue operations, and driving measurable business outcomes. You will deliver customized roadmaps, lead strategic workshops, and provide ongoing optimizations to ensure that Zuora’s platform continues to meet customers’ evolving needs. Acting as a key strategist, you’ll guide customers through challenges and opportunities, helping them unlock the full potential of Zuora to support their long-term growth and success. Key Responsibilities - Strategy Alignment: - Collaborate with customers to understand their business objectives and develop phased, actionable roadmaps tailored to their strategic goals. - Design scalable solutions that evolve with customers’ growth, ensuring long-term value creation and adaptability to changing business needs. - Prioritize frameworks that deliver measurable outcomes and align with best practices in subscription management and Order-to-Revenue processes. - Strategic Advisory & Insights: - Serve as a trusted advisor, offering actionable insights into industry trends, best practices, and process optimizations. - Provide strategic guidance to help customers leverage Zuora for operational agility, enhanced efficiency, and competitive advantage. - Proactively identify opportunities for innovation and improvement, ensuring customers continuously extract value from Zuora. - Workshops & Optimization: - Lead standardization workshops to assess and optimize configurations, workflows, and customizations, establishing scalable and efficient frameworks. - Facilitate detailed workshops to refine configurations, improve system performance, and streamline processes, delivering tailored recommendations to maximize ROI and user satisfaction. - Lead technical configuration and integration reviews and provide optimization recommendations. Qualifications - 5+ years of hands-on proficiency in Zuora Billing, Revenue, and CPQ modules, with expertise in designing scalable, impactful solutions. - 10+ years of Domain-Specific Expertise: Experience with Billing and Revenue Management and ERP platforms such as SAP, Oracle, and NetSuite. - Proven ability to deliver customer-aligned roadmaps and provide strategic advisory that aligns with evolving business needs. - Integration Proficiency, strong understanding of REST and SOAP APIs, and ETL, with experience integrating with ERP, CRM, and core systems. - Exceptional strategic thinking, analytical, and communication skills with a customer-first approach. Preferred Skills - Advanced Zuora Certifications: Strong hands-on proficiency in Zuora Billing, Revenue, and CPQ modules, supported by certifications like Zuora Billing Certified Consultant and Zuora Billing Delivery Architect. - Compliance Knowledge: Familiarity with GDPR, FISMA, ASC 606, and IFRS 15 compliance standards and their impact on revenue recognition. - Diverse Industry Experience: Ability to adapt solutions across various sectors, particularly in subscription management industries. - Global Project Leadership: Experience managing complex, multi-stakeholder projects in international and cross-cultural settings. - Process Optimization: Expertise in leading workshops for standardization, configuration refinement, and process improvements to maximize ROI and efficiency. - Strategic Advisory Skills: Ability to provide actionable insights into industry trends, best practices, and operational strategies for long-term customer success. - Independent Consulting Acumen: Proven track record of self-directed consulting engagements, delivering results with minimal supervision. - Strong Collaboration: Skilled in leading cross-functional teams, driving collaboration, and ensuring the successful delivery of large-scale solutions. 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. Base Pay Details $150,500 — $194,800 USD

• Design and build the glue between AI agents and core business systems such as Salesforce, NetSuite, Slack, and other internal platforms using APIs, events, and webhooks • Leverage modern AI coding assistants such as Cursor and Codex to accelerate development, generate boilerplate, debug issues, and refactor quickly • Rapidly prototype and ship AI-powered internal tools in a high-velocity environment, moving from concept to production with strong engineering judgment • Parse, understand, and enhance existing internal codebases, integrating AI capabilities into brownfield systems without disrupting production workflows • Architect advanced RAG pipelines and agentic workflows that bring context-aware intelligence to internal knowledge and operational systems • Implement rigorous evaluation and testing approaches for AI outputs to ensure speed does not compromise accuracy, security, or trust • Collaborate with stakeholders across the enterprise to deliver solutions that improve how work gets done • Assist colleagues with design and coding best practices, including code reviews, documentation, and maintainable implementation patterns • Partner with Enterprise Architecture and adjacent teams to ensure AI integrations align with the broader digital ecosystem • Lead troubleshooting for production issues in AI-enabled workflows, perform root-cause analysis, and help build support-ready systems

Marketing Operations Manager Foster City, CA, United States , Remote - United States As Marketing Operations Manager, you’ll be the primary owner of our core marketing technology stack and a key partner to Campaigns, Business Development, RevOps, and Analytics. You’ll lead work across campaign infrastructure, lead routing and scoring, integrations, data hygiene, compliance, and reporting—ensuring the systems behind every campaign, lead, and pipeline number are reliable, scalable, and built for growth. It’s an especially exciting time to join. Zuora is modernizing its automation architecture, strengthening attribution and intent capabilities, and bringing AI agents into day-to-day marketing operations work. In this role, you’ll have meaningful influence on what we build, buy, improve, and retire over the next 12–18 months. This is a remote individual contributor role reporting to the Senior Manager of Marketing Operations & Automation. You’ll join a small, collaborative team with the chance to deepen your technical expertise while helping shape how marketing invests in technology and operates at scale.   What you’ll do - Serve as the primary administrator for Marketo, including integrations, lifecycle and scoring, programs, and database management - Own Demandbase and LeanData end to end, including audience logic, routing rules, and Salesforce syncs - Maintain and improve the integration layer across tools such as Tray.io, Knak, and webhook-based event platforms - Evaluate, implement, and onboard new tools as the martech stack evolves - Identify where AI can create meaningful leverage in marketing operations and help design practical, governed solutions - Partner on workflows that help the marketing team execute more efficiently and effectively - Trace how data is populated across sync rules, API writes, smart campaigns, and manual processes - Partner with the marketing analyst on reporting needs and provide context for how data is generated and maintained - Maintain database health, including deduplication, field hygiene, lifecycle-driven archival, and compliance-related subscription logic - Build documentation and enablement that campaign managers, BDR partners, and RevOps stakeholders can actually use - Translate system logic into clear guidance for GTM teams - Stay close to where martech is heading and bring a strong point of view to stack decisions and operational design   About You You’re a systems-minded builder who enjoys making marketing run better. You’re equally comfortable owning day-to-day execution and stepping back to improve how the whole operation is designed. You may be a great fit if you: - Have 5+ years of hands-on Marketo experience, including work in inherited or complex instances - Bring strong Salesforce fluency and can trace field values across sync rules, API writes, form fills, and downstream workflows - Have experience supporting campaign teams and BDR functions in a B2B go-to-market environment - Know how to balance technical detail with business context, especially when working across routing, scoring, integrations, and reporting - Bring practical AI fluency, with clear opinions on where AI adds value and experience shaping AI-enabled workflows - Have strong analytical instincts and know how to question what a metric is actually measuring and how the underlying data is populated - Thrive in environments where priorities evolve and where you can influence both execution and long-term systems design   Nice to have: - Marketo Certified Expert or equivalent - Experience with Demandbase or a comparable ABM platform - Experience with Clay, Apollo, or similar enrichment tooling - Hands-on experience with Tray.io, Workato, n8n, or similar integration platforms, especially designing webhook-based workflows - Experience building an agent, side project, or internal tool using AI If you meet many, but not all, of the qualifications above, we still encourage you to apply.   About the Team Zuora’s Marketing Operations team turns marketing strategy into systems that scale. We sit at the center of execution, partnering closely with Campaigns, Business Development, RevOps, and Analytics to build the infrastructure behind every campaign, lead, and pipeline outcome.   We’re a small, collaborative team with real ownership, real tools, and real room to rethink how things work. Successful team members are curious, pragmatic, and eager to improve both the day-to-day workflow and the long-term operating model. Because we work in a distributed environment, we value intentional communication, clear ownership, and strong cross-functional partnership. This team offers meaningful growth for someone who wants to deepen their technical chops, expand their strategic influence, and help build a Marketing Operations function that compounds over time.   Benefits Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide: - 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. Salary  $117,100—$160,950 USD

• Build repeatable joint solutions and plays with Alliances and partner practice leads, including accelerators, assessments, reference architectures, implementation blueprints, and vertical solutions • Define target customers, use cases, and outcomes for each play, including problem statements, success metrics, and proof points • Map joint solutions to repeatable land and expand motions that partners can run consistently • Drive co-sell and sell-through readiness by enabling Zuora and partner sellers on when and how to position Zuora through partners • Create partner- and field-facing enablement such as decks, one-pagers, battlecards, solution briefs, talk tracks, and short-form assets tailored to partner use • Support strategic pursuits with customized narratives and executive-level storylines for complex opportunities where partners are prime or co-prime • Partner with Global Alliances to define partner tiers, focus areas, and goals across pipeline, ACV, product attach, and marketplace contribution • Shape joint business plans by region and industry, including marketplace programs and shared success metrics • Act as the voice of the ecosystem by bringing partner, customer, and market insight back into Product, PMM, and Sales • Help inform roadmap, pricing and packaging, and future joint offers based on partner feedback, deal patterns, and win/loss insights • Contribute selectively to thought leadership and co-marketing content that reinforces Zuora’s role in partner-led monetization and finance transformation

• Serve as the primary administrator for Marketo, including integrations, lifecycle and scoring, programs, and database management • Own Demandbase and LeanData end to end, including audience logic, routing rules, and Salesforce syncs • Maintain and improve the integration layer across tools such as Tray.io, Knak, and webhook-based event platforms • Evaluate, implement, and onboard new tools as the martech stack evolves • Identify where AI can create meaningful leverage in marketing operations and help design practical, governed solutions • Partner on workflows that help the marketing team execute more efficiently and effectively • Trace how data is populated across sync rules, API writes, smart campaigns, and manual processes • Partner with the marketing analyst on reporting needs and provide context for how data is generated and maintained • Maintain database health, including deduplication, field hygiene, lifecycle-driven archival, and compliance-related subscription logic • Build documentation and enablement that campaign managers, BDR partners, and RevOps stakeholders can actually use • Translate system logic into clear guidance for GTM teams • Stay close to where martech is heading and bring a strong point of view to stack decisions and operational design

Role Description Are you ready to launch your sales career at the forefront of the Subscription Economy®? As a Sales Development Representative (SDR) at Zuora, you’ll be a driving force behind our growth—creating meaningful conversations, building high-quality sales pipelines, and helping companies transform the way they monetize their products and services. You’ll connect with some of the most innovative brands in the world, sparking interest in how Zuora empowers businesses to deliver seamless subscription experiences and embrace recurring revenue models. If you’re curious, competitive, and thrive in a fast-paced, collaborative environment, this is the perfect role to accelerate your career in tech sales. Work arrangement: This is a remote role. (Adjust to reflect if/when in-office or hybrid requirements apply.) Qualifications - 1–2 years of experience in Sales or Business Development, ideally in SaaS or technology. - Communicate clearly and confidently—positive, energetic, a great listener, and a strong writer. - Collaborative team player who thrives in a high-energy, goal-oriented environment. - Comfortable with cold-calling and outbound prospecting. - Self-starter who takes initiative, overcomes challenges, and celebrates wins. - Passion for technology, innovation, and helping businesses grow. - Familiarity with tools like Salesforce and LinkedIn Sales Navigator (or similar) — a plus, not a requirement. Requirements - Identify, engage, and qualify new business prospects to fuel Zuora’s sales pipeline and growth. - Partner with Account Executives and Sales Managers to craft targeted outreach and messaging. - Use industry knowledge and account insights to find key decision-makers and understand their challenges. - Run outbound prospecting via calls, personalized emails, and social selling. - Build deep expertise in Zuora’s product suite and how it transforms customer business models. - Manage your activities and results in Salesforce, consistently aiming to exceed monthly and quarterly goals. - Conduct discovery conversations with senior executives (C-level, VP, Director) across your target accounts. Benefits - Competitive compensation, bonus opportunities, and retirement programs. - Comprehensive medical, dental, and vision coverage. - Generous, flexible time off. - Paid holidays, wellness days, and a company-wide year-end break. - Paid parental leave. - Learning & development stipend. - Opportunities to give back, including volunteer time and donation matching. - Mental wellbeing resources and support.