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Principal Partner Development Manager

Boston, MA, United States

Over the past 15 years, we have seen a shift in the focus of business models across every industry – from selling physical products via one-time transactions to monetizing services via ongoing customer (aka subscriber) relationships. This is the “Subscription Economy” a phrase coined by our CEO, Tien Tzuo, he even wrote the book on it: Subscribed.


Companies have realized that the path to growth going forward is to establish direct, digital relationships with their customers, and monetize these relationships through an ever growing set of digital services. 


Our vision is simple: we call it “The World Subscribed.” It’s the idea that one day every company will join the Subscription Economy — a $1.5 Trillion opportunity by 2025 according to UBS.


Our mission: to power the world’s best companies to win in the Subscription Economy.


The Team & Role

Zuora’s Alliances Team enables our valued delivery, product and integration partners to drive success in the Subscription Economy. Negotiating commercial agreements with new and existing partners, creating top of funnel pipeline, engaging in joint marketing events, aligning joint value propositions and providing a best in class customer experience through win-win partnerships is what drives this team every day.  The ISV Partner team that this role will be part of enables partnerships such as: Chase, Adyen, PayPal, Avalara, Snowflake, Stripe, and Workday.

In this role you’ll get to

  • Work with industry leading fintech and/or back office accounting (ERP adjacent) ecosystems to drive positive outcomes for big named brands in the Subscription Economy.
  • Run your own business. You will be given a portfolio of existing partners and have full autonomy to further build your book of business to achieve your revenue and opportunity creation targets.
  • Flex your creativity on a daily basis by creating strategies, executing tactically and constantly iterating in order to achieve win-win outcomes for Zuora ISV Partners and Clients.
  • Build and scale  operational processes that are key for us to memorialize in order to streamline the way we work and focus more on revenue generating activities.


Who we’re looking for

  • 5-7 years of experience working in the Fintech and/or back office accounting (ERP adjacent) space in Partnerships or Sales roles
  • Working knowledge and experience leveraging partnerships to effectively sell into net new customer accounts
  • Demonstrable history of meeting and exceeding quota along with the ability to draw a direct correlation to specific customer success stories
  • Fintech and/or Back Office/ERP partnership/ecosystem is in your DNA. You understand the  industry, and are always looking to stay up on what’s next.
  • Ambiguity doesn’t keep you up at night. You thrive in fast paced environments where you’re able to iterate on strategy and tactics. You quickly pivot when something doesn’t turn out and double down when you’ve found something worth scaling.
  • Excellent communicators, people who are comfortable with giving and receiving  constructive feedback and someone that can deliver a polished presentation like a casual conversation.
  • Experienced in developing and executing co-sell GTM motions and the ability to tie these efforts directly to customer success stories.
  • Strong analytical and problem-solving skills, including:
    • Running reports from back office systems such as SFDC, PowerBI
    • Aggregating this data using pivot tables, v-lookups, etc., to identify business trends that can inform strategy and identify opportunities for  improvement
  • Proven experience influencing senior level partner executives



  • Competitive compensation, company equity, and retirement programs
  • Medical, dental and vision insurance
  • Paid holidays and “wellness” days and company wide winter break
  • Generous, flexible time off 
  • 6 months fully paid parental leave
  • Learning & Development stipend
  • Opportunities to volunteer and give back, including charitable donation match
  • Free resources and support for your mental wellbeing  


*Specific benefits offerings may vary by country 


About Zuora 

As the Subscription Economy leader, Zuora empowers today’s innovative companies to nurture and monetize direct, digital relationships. Our award-winning multi-product portfolio now includes Zuora Revenue, Zuora Collect and Zuora Central Platform. More recently, we’ve added subscription experience platform Zephr to our family, further expanding our capabilities to serve as an intelligent hub that monetizes the complete quote to cash and revenue recognition process at scale.


Through our combination of technology and expertise, Zuora (NYSE: ZUO) helps more than 1,000 companies around the world, including BMC Software, Box, Caterpillar, General Motors, Penske Media Corporation, Schneider Electric, Siemens and Zoom nurture and monetize direct, digital customer relationships. Headquartered in Silicon Valley, Zuora operates offices around the world in the U.S., EMEA, APAC and LATAM.


“ZEO” Culture

At Zuora, we’re building an inclusive, high-performance culture that every ZEO wants to subscribe to. We want ZEOs at every level to feel valued, included, and inspired to innovate, connect and collaborate authentically as we pioneer the Subscription Economy. You’ll be empowered to think like an owner, take initiative and together, with the support of your team you’ll push each other to the next level and help transform business models everywhere.


To learn more visit


Zuora is proud to be an Equal Employment Opportunity Employer.

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.


Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards 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(at)

The base pay range for this position is only one element of a candidate’s total rewards package, which may also include bonuses/variable compensation, equity, and benefits. A candidate’s final base salary may vary based on location, prior experience, and the context of the overall offer. Click here for more information regarding Zuora’s benefits.

Base Pay Details
$148,200$222,200 USD

Let’s do this.

You’re unique and we’re on a journey – so let’s embark on a unique journey together. We encourage you to apply to all roles that utilize your skills and ignite the passion within you.

No matter where you’re located, or which team you work on, you’ll be part of a group of people working together to build a better world: The World Subscribed.

Go ahead and apply!


Internal Job Opportunities

Are you a current ZEO looking to take on new challenges? If so, check out our internal job openings on our internal job board.



Get to Know Us

Go ahead, take a look inside #ZEOLife. Meet our ZEOs and learn what it’s like to be a part of our team.

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