Enterprise Account Executive (New Business) at Zuora

Company Overview 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 transform how they engage their customers. Modern businesses don’t just sell products — they build ongoing relationships, continuously innovate, and unlock new revenue streams. Zuora sits at the center of that transformation. Following a standout year of new business growth in Northern Europe, we are accelerating our investment in the region to capture the next wave of opportunity. The Team & Role – Enterprise Account Executive (New Business) Northern Europe (UKI, Nordics, Benelux) Northern Europe is one of Zuora’s fastest-growing regions, with strong momentum in new logo acquisition and market expansion. We are now doubling down on that success. We are seeking a high-performing Enterprise Account Executive to drive new business across Northern Europe, targeting large enterprise organizations undergoing monetization and business model transformation. This is a pure new business, hunter role focused on: • Opening strategic enterprise accounts • Building pipeline from scratch • Winning complex, multi-stakeholder deals • Positioning Zuora as a critical platform for monetization transformation You will operate as the commercial leader for new logo acquisition in your territory, creating demand, shaping opportunities, and closing high-value enterprise deals. This is not account management. This is enterprise new business creation at scale. What You’ll Do Drive New Logo Growth • Identify, target, and win new enterprise customers across Northern Europe • Build and execute a strategic territory plan focused on high-value accounts • Create and progress a self-generated pipeline through outbound, ecosystem, and marketing collaboration • Lead full-cycle sales from first engagement to close Own Pipeline & Revenue Creation • Consistently exceed new business ARR targets • Build a predictable, high-quality pipeline across your territory • Drive disciplined forecasting and deal execution using structured sales methodologies • Maintain strong deal velocity across complex enterprise cycles Engage at Executive Level • Establish trusted relationships with CFOs, CIOs, and Digital Transformation leaders • Lead value-based conversations around monetization strategy, recurring revenue, and business model innovation • Navigate complex stakeholder environments and align multiple decision-makers Leverage Ecosystem & Partnerships • Partner with SI’s (PwC, Deloitte, Workday ecosystem) to unlock new opportunities • Align with marketing and partner teams to create warm, scalable pipeline generation • Build influence across the broader ecosystem to accelerate deal cycles Collaborate to Win • Work closely with Solution Engineering, Customer Success, and Product teams to craft compelling solutions • Drive alignment internally to support deal progression and remove friction • Ensure strong handover for long-term customer success post-sale What Makes This Role Exciting • You’re joining at a time of proven new business momentum in Northern Europe • You’ll have the opportunity to open and win strategic enterprise accounts • You’ll operate in high-value, complex sales cycles with real C-level access • You’ll be at the forefront of how companies transform their revenue models • You’ll directly influence Zuora’s next phase of growth in the region You are building the next generation of Zuora customers. What You’ll Need to Be Successful • 7+ years of enterprise SaaS new business sales experience • Proven track record of winning new logos and exceeding ARR targets • Experience in complex, multi-stakeholder enterprise sales cycles • Strong pipeline generation capability (outbound, ecosystem, partner-led) • Executive presence and ability to sell to CFO/Finance and IT stakeholders • Discipline in forecasting and territory planning • Experience operating across Northern European markets Your Profile You are: • A true hunter with a passion for winning new business • Track record of selling complex, multi-stakeholder solutions to the C-level, ideally within ERP or other financial applications into the office of the CFO. • Commercially driven and energized by pipeline creation and deal closure • Comfortable operating at C-level in complex environments • Strategic in territory planning and account targeting • Resilient, proactive, and highly competitive • Motivated by building something — not just managing it You see new business as a structured, repeatable discipline — not opportunistic selling. #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. You’ll work alongside high-caliber colleagues across Sales, Product, Customer Success, and Services — all aligned around one goal: driving sustainable growth through new business innovation.