Zuora for Startups Account Executive

United States, Remote

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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

You will be joining the Zuora for Startups team, which has been created within Zuora as an independent, agile, startup-like environment with the singular objective: acquire the world’s fastest growing startups, the next generation of companies like Zoom, Hubspot and Twilio, and make them wildly successful on Zuora. You will get the chance to work directly with Zuora leaders and decision makers and free from traditional enterprise sales org models.

The team’s guiding principles are:

  • Growth : Embrace a growth mindset.
  • Innovation: Lead with curiosity. Ask questions. 
  • Transparency & Diversity 
  • Communication: Listen & seek first to understand. 
  • Sense of Urgency / Impact: Prioritize ruthlessly. Continually re-calibrate 
  • Accountability: Take initiative. 
  • Customer Obsession: Always put the customer first 

Your Mission 

As a Zuora for Startups AE, you will (a) generate new business pipeline (b) support prospects through trials and c) close business via a new product experience. The Zuora for Startups team is in lock-step to make you successful. 

The Opportunity

We are on a path $1B Revenue, and the Zuora for Startups initiative is one of the key strategies to get there. By capturing the fastest growing startups when they are making their first decisions about their tech stack, we will have a chance to grow with them in the coming years.  This is an opportunity to join a scrappy and nimble team, build a startup-like business, and make a measurable impact on a $2B public company. This isn’t your traditional enterprise sales role. 

What You’ll Achieve

  • Be the ZEO of your named account list (top tier venture funded startups). Know your accounts inside and out. 
  • Full cycle sales. Generate 5x pipeline and close new logos rapidly. 
  • As part of the first cohort of AEs for Zuora for Startups, you’ll have a hand in refining the GTM playbook.
  • Support accounts during partner deployment, not day to day support.
  • Become a functional and technical expert in the benefits and value of Zuora’s products


  • Exceptional work ethic, a growth mentality, a team-oriented mentality. You are an ambitious self-starter who thrives operating independently in highly ambiguous environments, loves to learn new things, and goes the extra mile for customer success. 2+ years proven success in full cycle B2SMB/Enterprise software sales OR sales engineering. 
  • You live and breathe startups.  You love talking to founders, learning about their business and helping them succeed. You know the latest tech trends and players in the startup ecosystem. 
  • You lean into the analytical side of sales (data-driven). 
  • Ability to push the envelope flexing creativity, respectfully challenge the status quo and be an awesome teammate
  • An ability to make decisions quickly and prioritize effectively. 
  • Bonus for experience in value selling & supporting trials. 


  • 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 www.zuora.com

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)zuora.com.

Apply now

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!



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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