VP Growth / Global Demand Generation

Marketing | Remote, San Francisco, CA, United States

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For the last 100 years, companies have operated primarily under a product-centric business model, where the goal was to make, ship, and sell more units. Today, there’s a demand to have products and services delivered on a continual, subscription basis; to upgrade and access new innovations and features constantly. This is the end of ownership and it changes everything. Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo). 

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 leadership position has been consistently recognized by the leading analysts covering the space: Gartner, IDC and Forrester.

Overview

Our growth story is only beginning and we’re looking for a VP of Growth & Global Demand Generation to continue to change how the world thinks; to rewrite the blueprint for how marketing itself works for the new era. We’ve laid the foundation, created the category, we even wrote the book on the Subscription Economy and built a world class team of marketers who are shaking up how other software companies think about marketing and positioning

Today, we’re at an inflection point – the largest and leading companies in the world are starting their subscription journeys. To realize Zuora’s full potential, we need to translate our vision into a predictable, scalable engine that transforms this market demand into the pipeline of new customers needed to fuel our global growth for the decade ahead. 

This isn’t a cut and paste operation – it’s a new market motion that’s evolving with the Subscription Economy. So you’ll need to bring a deep understanding of what it takes to build a global demand organization (team structure, metrics, channels, targets & budgets), but with an equally deep appreciation for what it takes to dramatically shift thinking – in the minds of our buyers and in our approach to creating demand. Your leadership and vision will also inspire the CMO class of 2030 who, when we look back, learned how to rethink b2b marketing at Zuora. In turn, you’ll build a team with the capacity to influence and shift the world’s leading companies core approach to doing business. 

Join us and make shift happen!

Your mission: Architect a global demand generation engine that will create the predictable pipeline needed to create a multi-billion dollar recurring revenue business.

What you’ll achieve: 

  • Deliver predictable pipeline at global scale that exceeds bookings growth 
  • Create a dominant position in our strategic verticals and with our target customers where a significant percentage of pipeline is generated from target accounts
  • Design and implement a system of target setting and measurement that is adopted and used globally to achieve pipeline goals, eliminate the need of one-off measurement and processes that is ultimately aligned to our CFO vision
  • Create a unified pipeline team (campaigns, digital, field marketing and business development reps) with a culture of excellence and a clear system for understanding priorities, aligning to them, and accountability for delivering results
  • Develop and optimize a first-class digital experience with clear digital journeys and performance scorecards designed and implemented for key personas in target verticals
  • Lead and develop a diverse team with a measurable culture of excellence as evidenced in their overall results, employee satisfaction and individual growth

What you’ll need to be successful:

  • 10-15 years operating in a complex, enterprise sales driven technology company
  • Seasoned people leader having managed a team of 25+, with a developed sense of what drives strong team alignment and culture
  • Mix of large company (operating at scale) and small company (scrappy execution) experiences
  • Track record of synthesising a specific go-to-market strategy into the appropriate mix of demand generation tactics (vs. applying pre-designed frameworks)
  • Has a passion for understanding customers/buyer pains and needs, and can align the organization to address
  • Demonstrated ability to lead directly and through influence to drive execution of a strategy in a global organization with conflicting priorities
  • Direct leadership or close familiarity with different aspects of enterprise pipeline generation: digital marketing, integrated campaigns, field marketing, corporate events, and sales development teams (SDR/BDR)

About Zuora

Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-cash process, including billing and revenue recognition. 

At Zuora, every employee is the CEO of their career and leading our mission are over 1,200 passionate and innovative ZEOs who value freedom, responsibility and accountability in equal measure because they have the capacity to make shift happen. Our culture isn’t an empty branding effort. We take it very seriously. We encourage our employees to be curious, creative, and stay focused on our shared mission of enabling our customers to be successful.

Zuora serves more than 1,000 companies around the world, including Box, Rogers, Schneider Electric, Xplornet and Zendesk. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Frisco, Denver, San Francisco, London, Paris, Beijing, Sydney, Chennai and Tokyo. 

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. 

To learn more visit www.zuora.com

 

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