Senior Account Manager, DACH

Over the past 15 years, we have seen a shift in the focus of business models across every industry – from selling physical products via one-time transactions to monetizing services via ongoing customer (aka subscriber) relationships. This is the “Subscription Economy” a phrase coined by our CEO, Tien Tzuo, he even wrote the book on it: Subscribed.

Companies have realized that the path to growth going forward is to establish direct, digital relationships with their customers, and monetize these relationships through an ever growing set of digital services. 

Our vision is simple: we call it “The World Subscribed.” It’s the idea that one day every company will join the Subscription Economy -- a $1.5 Trillion opportunity by 2025 according to UBS.

Our mission: to power the world’s best companies to win in the Subscription Economy.

The Team & Role

Zuora’s leading, cloud-based software solution automates all subscription order-to-revenue operations in  real-time for any business. Companies in any industry can launch new businesses, shift products to  subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into  subscriber behavior, and disrupt market segments to gain competitive advantage.   

Our growth story is only just beginning​ and our Sales team is pivotal in sustaining our rapid growth across  the globe. We are looking for a relationship focused, outcome-oriented Enterprise Account Director with an entrepreneurial spirit to help us take on this huge market opportunity.    

As an Senior Account Manager you’ll focus on  targeted $100M - $1B+ accounts; helping to enable  some of the most successful software, hardware, media, telecom and IOT companies sustain rapid growth and transform their entire business. You’ll work closely with our existing customers as a trusted advisor,  further pioneering business transformation, expanding Zuora’s footprint and value. You will be the CEO aka  “ZEO” of your franchise and career – owning, driving the strategy and leading the sales cycle with a cross-functional team including our award-winning customer service team. Be challenged and supported  as a salesperson to grow as you’ll be surrounded by some of the brightest and most visionary people both  in and outside of Zuora.    

In this role you’ll get to

• Complete Zuora’s in depth onboarding and sales training to b​ecome 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 product portfolio 
• Identify and secure expansion / cross-sell opportunities within your assigned book of business 
• E​xceed your quarterly and annual sales quota; identify opportunities and create a pipeline that will  fuel the ongoing growth of your business 
• Meet & E​xceed Annual renewal targets
• Work cross functionally with our marketing, product and customer service teams to deliver  outstanding results 
• 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    What you’ll need to be successful: 
• 7+ years of solution sales experience managing complex SaaS sales-cycles with demonstrated  ownership of territory and account management 
• Proven track record of consistent over-achievement of quotas, revenue goals and the ability to effectively  identify and sell to C-level executives  

Who we’re looking for

• Passion for building long lasting customer relationships and working cross-functionally within a  diverse team to deliver outstanding results 
•  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 is a plus  
•  Bachelor's degree (sales training methodologies is a plus) 
•  Ability to travel when required 

Benefits*

• Competitive compensation, compa