About Zuora

At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue.

We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation.

The Opportunity

This is enterprise expansion strategy.

We are seeking a high-impact Enterprise Account Executive (Expand) to drive growth within an established portfolio of large enterprise customers across Northern Europe. This role is focused on:

Deepening executive relationships
Identifying new monetization initiatives
Expanding product adoption
Driving multi-year enterprise expansion strategies
Delivering predictable ARR growth and renewal excellence

You will operate as the strategic commercial owner of your territory — building long-term growth plans for each account and positioning Zuora as a mission-critical platform for the Office of the CFO, CIO, and Digital Transformation leaders. This is not transactional account management. This is enterprise expansion strategy.

What You’ll Do

Drive Strategic Expansion

Develop multi-year account growth plans for $100M–$1B+ enterprise customers
Identify and lead cross-sell, upsell, and new use-case expansion opportunities
Position additional Zuora products across billing, revenue recognition, CPQ, and monetization
Align Zuora’s roadmap with customers’ digital transformation initiatives

Own Commercial Outcomes

Exceed annual expansion ARR targets
Meet and exceed renewal goals with disciplined forecasting
Build and maintain a high-quality pipeline within your account base
Deliver predictable territory performance through strong sales process adherence

Engage at Executive Level

Build trusted advisor relationships with CFOs, CIOs, Heads of Monetization, and Transformation leaders
Lead complex, multi-stakeholder enterprise sales cycles
Architect commercial strategies that align pricing, packaging, and monetization transformation

Partner Cross-Functionally

Collaborate with Customer Success/Solution Engineering, Product, and Services to maximize customer value
Champion your customers internally to accelerate innovation and remove friction
Ensure expansion initiatives translate into measurable business outcomes

What Makes This Role Exciting

You inherit a strategic enterprise portfolio with significant whitespace opportunity.
Northern Europe is a growth priority region.
You operate at board-level conversations around recurring revenue strategy.
You influence how some of the most innovative companies in Europe monetize their future.
You build long-term franchise value — not one-off deals.

You are the growth architect for your accounts.

About You

7+ years of enterprise SaaS sales or account expansion experience
Proven track record of overachievement in complex, multi-product environments
Experience expanding within large enterprise accounts ($100M–$1B+)
Strong executive presence and negotiation capability
Experience selling into Finance (CFO, Revenue, Billing) and/or IT stakeholders is a major plus.
Commercial discipline in forecasting and territory management
Ability to navigate multi-country Northern European markets

You must be comfortable balancing:

Growth ambition
Renewal predictability
Executive engagement
Cross-functional orchestration

You are:

Relationship-driven but commercially sharp
Comfortable operating at C-level
Strategic in account planning
Data-informed in forecasting
Entrepreneurial in opportunity identification
Energized by enterprise complexity

You see expansion as a structured discipline — not opportunistic upselling.

About the Team

Northern Europe is one of Zuora’s most strategic regions. It is home to some of our most sophisticated enterprise customers — organizations that are actively evolving their business models, entering new markets, and expanding subscription and usage-based revenue streams. Our opportunity is not just to maintain those relationships — it is to expand them.

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

#ZEOLife at Zuora

ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We:

Collaborate deeply across teams and regions
Learn constantly and iterate often
Build an inclusive, high-performance culture where people feel inspired, connected, and valued

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. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard 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@zuora.com (or local equivalent, where applicable).

sustainable growth for our customers and our business.