Job Description

At Zuora, we power the companies leading the Subscription Economy. Across software, media, manufacturing, IoT, and telecom, the world’s most innovative brands rely on Zuora to monetize recurring revenue, launch new pricing models, and evolve how they engage their customers.

Modern businesses don’t just sell products — they build ongoing relationships. They innovate continuously. They expand intelligently. And they require a monetization platform that can scale with that ambition.

Zuora sits at the heart of that transformation.

The Team & Role – Enterprise Account Executive (Expand)

Northern Europe

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.

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 is a role 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.

What You’ll Need to Be Successful

• 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

Your Profile

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.

#ZEOLife at Zuora

At Zuora, we think like owners. We build with intent. We operate with accountability. And we collaborate deeply to win as a team, that's our employees are known as ZEO's!

You’ll be surrounded by high-caliber colleagues across Sales, Product, Customer Success, and Services — all aligned around one goal: delivering sustainable growth for our customers and our business.

Why Northern Europe, Why Now?

Subscription and usage-based models are accelerating across the region. Enterprises are modernizing legacy billing systems, entering new markets, and shifting from product sales to recurring revenue streams.

Zuora is positioned at the center of that transformation.

This role gives you the platform to shape it.