Product Sales Representative

OUR VISION: THE WORLD. SUBSCRIBED.

Customers have changed. They’re looking for new ways to engage with businesses. Consumers today have a new set of expectations. They want outcomes, not ownership. Customization, not generalization. Constant improvement, not planned obsolescence.  

In the old world (let’s call it the Product Economy) it was all about things. Acquiring new customers, shipping commodities, billing for one-time transactions. But in today’s new era, it’s all about relationships. More and more customers are becoming subscribers because subscription experiences built around services meet consumers’ needs better than the static offerings or a single product.

Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo and author of the best selling book Subscribed). 

As consumers wave goodbye to ownership, join us as we help companies win on their journey to usership!

THE TEAM

The Inside Sales team is central to Zuora’s dollar-based retention rate. We are focused on closing high-velocity upsell ACV opportunities as well as identifying whitespace and progressing upsell ACV opportunities with longer sales cycles. The team is full of hungry sales professionals focused on excellence in all aspects of go-to-market, from exceeding upsell ACV targets and supporting healthy net retention, to ensuring product value realization for Zuora’s customers. 

YOUR MISSION

The ISR team’s mission is to generate global upsell bookings. ISRs generate and support upsell bookings by (a) independently running and closing <$20k upsell transactions and (b) identifying and progressing >$20k upsell pipeline. The role is highly cross-functional; ISRs are expected to work closely with the entire upsell org (growth strategy, technical sales, and compliance sales) as well as FLMs, AEs, CSMs, and FMMs. 

THE OPPORTUNITY

The Global Upsell Org is a high performing team focused entirely on impacting one of Zuora’s most important Wall Street KPIs: Dollar-Based Retention Rate. This is an opportunity to join a tight-knit and hungry team, learn a ton about sales, the intersection of go-to-market and product, and make a measurable impact on a $2bn public company. 

WHAT YOU’LL ACHIEVE

• Develop skills foundational to a closing role: qualification, technical win, & contractual negotiations
• Work directly with customers as they expand their use of Zuora’s products 
• Support larger upsell transactions by identifying whitespace and building ROI/business cases
• Collaborate with account teams – principally FLMs, AEs, CSMs – to support client value realization
• Become an expert in the benefits and value of Zuora’s products
• Work with demand gen to execute upsell campaigns that can be combined with product signals

WHAT YOU’LL NEED TO BE SUCCESSFUL

• Exceptional work ethic and team-oriented mentality
• 2+ years experience in enterprise software sales 
• Knowledge of enterprise software sales processes; understanding of sales stages and criteria
• Knowledge and experience of selling Zuora’s Order to Revenue offering
• Experience with or willingness to learn analytical side of sales: value selling, ROI, business cases
• Ability to work with multitude of internal constituents across go-to-market sales & marketing 

ABOUT ZUORA & OUR “ZEO” CULTURE

Zuora (NYSE: ZUO) Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-revenue process seamlessly across billing and revenue recognition. Zuora serves more than 1,000 companies around the world, including Box, Ford, Penske Media Corporation, Schneider Electric, Siemens, Xplornet, and Zoom.

At Zuora, we have one CEO but ​every employee is empowered and supported to be the ‘ZEO’ of their own career experience. By embedding inclusion and belonging into our processes, policies and culture, we are building a workplace where our 1,200+ ZEOs across North America, Europe, and APAC can bring all the elements of who they are into their work. In addition to an industry-leading six-month, 100% paid parental leave for all our ZEOs, we also offer programs to support your mental health and give back to our communities along with “career cash” and plenty of learning and development opportunities.

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.