Sr Revenue Advisor

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

Working hand in hand with our Account Executives, you’ll solve some of the most interesting business-critical challenges and transformations. You’ll focus on prospects and customers; helping them embrace digital transformation and revenue accounting automation, to be disruptors, and avoid being disrupted. As the CEO aka “ZEO” of your domain, you’ll become an expert on the entire quote-to-cash cycle for enterprise businesses across any sales channel. You’ll leverage your technical prowess to knock out the competition and demonstrate how Zuora allows the world’s largest companies to unlock new growth in the new world of total monetization.

Our growth story is only just beginning and our Customer Solutions Engineering team is pivotal in sustaining our rapid growth across the globe. We are looking for a highly collaborative, outcome-oriented Senior Revenue Advisor, to help us bring home the technical win and take on this huge market opportunity.

This is a remote position, so you’ll be working remotely while occasionally getting together with your team for office visits, events, or offsites. Of course, you’re welcome to come into the office more often if you’re nearby. 

What you’ll do

• 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

Your experience

• 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

Nice to haves:

• 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

#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, variable bonus and performance reward opportunities, 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. For most roles, we offer the flexibility to work both remotely and at Zuora offices.

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.