The Opportunity

There is a massive shift in the global economy as consumers embrace Usership over Ownership, and companies across industries are re-imagining their underlying business models – shifting away from selling products and towards delivering services that are subscribed to or consumed. 

Zuora has been on the forefront of this change, helping leaders like Ford, Zoom, Siemens, Gitlab, and  launch, scale, and transform their businesses for the new era. We’ve gone from venture-backed startup to the public leader in our category.

But the opportunity ahead is 100x bigger.

As our customers are in the midst of transition, so is our platform. We’re evolving from a single, best in class product line, to a portfolio of applications each with billion dollar TAMs. Our customers increasingly see us not as just a useful application, but as a platform that serves as the core operating system for their subscription business, and is disaggregating the legacy ERP monolith in the process.

We’re looking for a full-stack Product Marketing Leader who can create and drive the GTM strategy that will deliver a new, multi-hundred million dollar product line for the Subscription Economy. A leader who will partner with our product, sales and marketing teams to turn this strategy into revenue. And, at core, a marketer who can excite the market about the innovation and persuade customers to get on board with a new vision for the world.

The Outcomes You’ll Drive

PRODUCT-LED GTM STRATEGY: Develop a clear GTM strategy for your product line that translates our product innovation into solutions with repeatable customer buying motions that drive accelerated product adoption and revenue growth.

• We have company-wide clarity on who our target customers are (personas/ICP), what their pain is, and why they chose Zuora over alternatives.

• We constantly iterate and test our hypotheses to seek out what’s working and where we get stuck across product, marketing, and all GTM functions. 
• We use this GTM approach to learn, change, and ultimately drive up adoption across our customer base and Zuora’s revenue growth rate. 

POSITION ZUORA AS THE NEW MARKET LEADER: Position your product line in a way that transforms the perception of the category, and accelerates Zuora into a leadership position.

• We are masters of positioning – exploiting every advantage and deflating any potential disadvantage.
• We nail our product launches, using innovation milestones as a mechanism for moving our narrative forward.
• We create mind-blowing content that communicates our story and makes our product shine.
• We are the chief evangelists in the market, and work to convince other influencers (industry analysts, etc) to amplify our perspective and story.

EMPOWERED 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 they are sitting in our chair.

• We are fully aligned with Product, so that win innovation is delivered, our field teams are armed to use it to win.
• We have a feedback loop that helps PMM tap into experiences in the field, digest, and use to iterate and improve our position. 
• We make selling Zuora the easiest enterprise sale in the market. Best in class playbooks, collateral, customer stories and demos are available, adopted, and driving up win rates.
• We crush competition. We know how to position. We understand competitors’ weak spots. We work with product to ensure our technology backs up our narrative.

KEY COMPETENCIES

• Results and Productivity: Gets results, accomplishes objectives and sees projects to completion
• Building Virtual Teams: Models and encourages teamwork by fostering cooperation, communication, trust, shared goals with or without management authority
• Planning, Prioritizing, and Maintaining Focus: Establishes short-term goals, clarifies roles and responsibilities, sets priorities and milestones, and is not distracted by unimportant details or activities
• Agent of Change: Challenges the status quo, supports fresh perspectives, tries out new approaches, and enlists support for change initiatives
• Building Partnerships: Works effectively with other groups and functions, shares information across the enterprise, and considers the impact of decisions on other departments and groups
• Judgment and Reasoning: Effectively analyzes problems, identifies core issues, exercises common sense, sees critical connections and ramifications, and weighs alternatives

 DESIRED SKILLS/EXPERIENCE

 7-10+ years’ experience in Product and/or Marketing 

• Enterprise software experience – worked at B2B technology companies where they were selling into large enterprises
• Can work with product and sales organizations to develop a GTM strategy that delivers a revenue number.
• Positioning Master and Chief Evangelist – has launched amazing new products and capabilities and changed market perception based on strategic messaging
• Ability to generate new or improved ideas, approaches, products or solutions; ability to lead a team to generate innovative approaches.
• Proven experience in designing and establishing structures, systems, and processes to most effectively achieve the organization's objectives (i.e., product launch rollouts)
• Demonstrated ability to lead through influence to drive execution of a strategy in a global organization with conflicting priorities
• Passion for understanding customers/buyer pains and needs, and can align the organization to address them

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