The role focuses on driving enterprise growth strategies within a key region, expanding relationships, and influencing customer monetization models.
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 evolve how they engage their customers.
Modern businesses don’t just sell products — they build ongoing relationships. They innovate continuously. They expand intelligently. And they require a monetization platform that can scale with that ambition.
Zuora sits at the heart of that transformation.
Northern Europe
Northern Europe is one of Zuora’s most strategic regions. It is home to some of our most sophisticated enterprise customers — organizations that are actively evolving their business models, entering new markets, and expanding subscription and usage-based revenue streams.
Our opportunity is not just to maintain those relationships — it is to expand them.
We are seeking a high-impact Enterprise Account Executive (Expand) to drive growth within an established portfolio of large enterprise customers across Northern Europe. This is a role focused on:
Deepening executive relationships
Identifying new monetization initiatives
Expanding product adoption
Driving multi-year enterprise expansion strategies
Delivering predictable ARR growth and renewal excellence
You will operate as the strategic commercial owner of your territory — building long-term growth plans for each account and positioning Zuora as a mission-critical platform for the Office of the CFO, CIO, and Digital Transformation leaders.
This is not transactional account management.
This is enterprise expansion strategy.
Develop multi-year account growth plans for $100M–$1B+ enterprise customers
Identify and lead cross-sell, upsell, and new use-case expansion opportunities
Position additional Zuora products across billing, revenue recognition, CPQ, and monetization
Align Zuora’s roadmap with customers’ digital transformation initiatives
Exceed annual expansion ARR targets
Meet and exceed renewal goals with disciplined forecasting
Build and maintain a high-quality pipeline within your account base
Deliver predictable territory performance through strong sales process adherence
Build trusted advisor relationships with CFOs, CIOs, Heads of Monetization, and Transformation leaders
Lead complex, multi-stakeholder enterprise sales cycles
Architect commercial strategies that align pricing, packaging, and monetization transformation
Collaborate with Customer Success/Solution Engineering, Product, and Services to maximize customer value
Champion your customers internally to accelerate innovation and remove friction
Ensure expansion initiatives translate into measurable business outcomes
You inherit a strategic enterprise portfolio with significant whitespace opportunity.
Northern Europe is a growth priority region.
You operate at board-level conversations around recurring revenue strategy.
You influence how some of the most innovative companies in Europe monetize their future.
You build long-term franchise value — not one-off deals.
You are the growth architect for your accounts.
7+ years of enterprise SaaS sales or account expansion experience
Proven track record of overachievement in complex, multi-product environments
Experience expanding within large enterprise accounts ($100M–$1B+)
Strong executive presence and negotiation capability
Experience selling into Finance (CFO, Revenue, Billing) and/or IT stakeholders is a major plus.
Commercial discipline in forecasting and territory management
Ability to navigate multi-country Northern European markets
You must be comfortable balancing:
Growth ambition
Renewal predictability
Executive engagement
Cross-functional orchestration
You are:
Relationship-driven but commercially sharp
Comfortable operating at C-level
Strategic in account planning
Data-informed in forecasting
Entrepreneurial in opportunity identification
Energized by enterprise complexity
You see expansion as a structured discipline — not opportunistic upselling.
At Zuora, we think like owners. We build with intent. We operate with accountability. And we collaborate deeply to win as a team, that's our employees are known as ZEO's!
You’ll be surrounded by high-caliber colleagues across Sales, Product, Customer Success, and Services — all aligned around one goal: delivering sustainable growth for our customers and our business.
Subscription and usage-based models are accelerating across the region. Enterprises are modernizing legacy billing systems, entering new markets, and shifting from product sales to recurring revenue streams.
Zuora is positioned at the center of that transformation.
This role gives you the platform to shape it.
Zuora builds a powerful subscription relationship management platform that empowers businesses to transition to subscription-based models. Our focus is on helping companies across various industries cultivate recurring customer relationships, ensuring sustainable growth and innovation in the Subscription Economy.
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Enterprise Account Executive Q&A's