Senior Product Marketing Manager, Usage Pricing & Metering

Company Overview

At Zuora, we build the Monetization Stack that runs modern businesses. We’ve seen modern businesses in every industry put customers at the center of their business model and monetize in new ways. It’s not just subscriptions anymore, it’s usage-based pricing, it’s prepaid models with top-ups, it’s an ever-evolving mix of pricing, packaging strategies. As companies adapt to changing market demands and customer needs, they need to constantly evolve their own monetization strategy - from pricing to usage metering to revenue recognition. We call this Total Monetization. Zuora’s products give modern businesses the flexibility and agility to achieve Total Monetization and build staying power as a business. 

The Team & Role

Zuora’s Product Marketing team works diligently to connect the dots between internal and external groups to inform the strategic direction and positioning of our product offerings. Through storytelling, messaging, positioning, thought leadership, competitive intelligence, analyst relations, field enablement, pricing and packaging, we help Zuora grow by increasing win rates and expanding our pipeline. Like many others at Zuora, our team is a team of teams partnering closely with our engineering, design, sales and marketing organizations (to name a few) in a collaborative effort to make shift happen. 

 

What you’ll do

DEFINE OUR POSITIONING AND WHY CUSTOMERS SHOULD CHOOSE ZUORA: Be the voice of the product for the market – you own our positioning and establish where our product sits in the market. Be the voice of the market for our product organization – you understand the buyer and their pain points better than anymore.

• We lead positioning - ensuring our customers know how Zuora’s different products uniquely solve their pain points, and why our solution is differentiated to the market. 
• We nail our product launches, using innovation milestones as a mechanism to evangelize Zuora’s ability to help companies drive Total Monetization. 
• We are the voice of our customers and field to Product, guiding Product to ensure our technology backs up our differentiated narrative and meets our customers’ critical needs.
• We are the voice of our product, ensuring that we win in analyst evaluations, showcase the best stories for every keynote, and create the most compelling content to attract buyers.

EMPOWER OUR FIELD ARMY: Ensure our field army has the calm confidence that comes with knowing we have the best solution in the market. We aggressively go head to head with the world’s largest software companies - knowing that we alone can deliver the best solution for modern businesses.

• We have a feedback loop that helps PMM tap into experiences in the field, from win/loss interviews to deal debriefs, so that we constantly learn and improve our position. 
• We crush competition. We know how to position. We understand competitors’ weak spots. 
• We create best in class playbooks, collateral, customer stories, demos to drive our win rates.
• We create mind-blowing content that communicates our story and makes our product shine to buyers, helping our field shine in every conversation. 

BE THE QUARTERBACK FOR NEW PRODUCT INTRODUCTIONS: Develop and lead clear launches that is not only exciting, but effective in driving pipeline, adoption, and growth. 

• We work with Product Leaders to provide company-wide clarity on target customers (personas/ICP), their pain, and why they chose Zuora over alternatives.

• We develop best-in-class messaging, content, and assets to arm the field with everything they need to start selling new modules immediately. 
• We iterate relentlessly as we test hypotheses and discover what’s working and where we can improve cross-functionally.
• We use this GTM approach to learn, change, and ultimately drive up adoption across our customer base and Zuora’s revenue growth rate. 

 

Your experience

•  4-8+ years’ experience in Product, Marketing, and/or Solution Consulting
• Product-led growth motions – worked at B2B companies that sold through PLG motions. 

Technical marketing experience – has marketed to developers in the past and/or codes.

• Technical storyteller - adept at translating complex concepts into bite size value statements.
• Strategic positioning expert - ability to define a clear position against competitors.
• Kaizen at heart - constantly improving and iterating, and is biased towards action.
• Customer obsessed - passion for understanding customers/buyer pains and needs.
• World-class content creator - can product high-quality customer-facing c