Company Overview

At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.

The Team & Role

Our Go-to-Market is a growth driver for Zuora and we deliver that growth via a formula of evangelism, sales development, sales methodology, customer success & expansion. That formula got us to where we are today, but that formula needs to continuously evolve if we are to deliver the consistency, predictability, efficiency and growth that allows us to translate our current market leadership position into long term, durable growth. 

This evolution requires the President & CRO to have the support of a Chief of Staff (CoS) who can act on both the high level strategy, ensure we are measuring the business in a way that allows us to adapt with agility and drive the alignment for the GTM Leadership Team, and the organization.

What you’ll do
In this role you’ll get to to help design, build and lead a world-class field organization (demand gen, sales, sales consulting, customer success, alliances, marketing and professional services) which the best companies in the world (disruptors established companies) turn to for driving their technology transformations necessary for success in the subscription economy. This work will fuel Zuora’s growth to $1B of annual subscription revenue and anchors a business model that delivers the Rule of 40 .

Boiling it down, your work will enable the CRO and GTM leadership team to operate at a higher level of performance by:

• Formulating and managing the strategic agenda of the leadership team;
• Establishing the optimal cadence of leadership team interactions, and running staff meetings;
• Solving complex business problems by working effectively with diverse teams to come up with the best solution and move people and organizations to act;
• Ensuring a strong, candid team dynamic by creating an optimal environment for productive, professional dialogue;
• Driving strategic decision making via data-driven, scenario-based modeling to ensure we quickly understand options, think critically and do not waste time in the “interesting but irrelevant” subjects;
• Facilitating collaboration and communication within GTM, and across other organizations (Product, Engineering, Finance, etc.)
• Leading strategy and planning efforts that will deliver against our annual commitments
• Holding leaders accountable for achieving established goals and commitments
• Developing and communicating messaging to the broader organization, at the right cadence, and through the right channels
• Advising CRO on key decisions by integrating information from the Sales team, internal systems, public information, and other sources.

This is a location specific position that requires you to come into the office regularly to be most effective. 

Your experience

• Experienced – MBA a minimum of 10 years business experience with business and/or strategy consulting, preferably for the Big 3 (for example, experience as an Engagement Manager) OR in a senior sales leadership role.
• Super Organizer — manage and coordinate cross-functional projects, board meeting materials and preparation, goal setting and metrics tracking, supporting and seeing around corners to help the CRO in decision making.
• Strategic Thinker — able to see the big picture of things. A strategic mindset helps align detailed work to the big picture strategy, as well as evaluate what is urgent versus important.
• Data-driven decision maker – you know how to build scenario-based models and build the business case that lead to the right economic decisions;
• GSD Reputation — GSD stands for Get [Stuff] Done. The CRO and the leadership team need to know that responsibilities or tasks that fall to the CoS are guaranteed to get done. The CoS should have a reputation for never dropping the ball;
• Trusted Operator — The CoS is often exposed to sensitive or confidential information in the normal course of executing the role. Consequently, the person in that role has to innately appreciate how to manage such information in confidence and with discretion;
• Effective Communicator - Actioning CRO staff requires concise, easy to follow instructions that require these leaders to execute or delegate easily whilst avoiding several iterations. Communication by the CRO in emails and speech scripts must be well written, free of errors and produce desired outcomes that could be inspirational, drive to action etc. Influencing decisions and driving a bias to action requires the ability to understand the audience, synthesize information and deliver inspired messaging and presentations;
• Expert Facilitator— A day-to-day part of being a CoS requires managing conversations, synthesizing multiple points of view, and aligning on direction…all in an impartial and professional way. In that regard, the individual needs both the temperament and tools to facilitate and land a wide variety of conversations at various levels of the organization;
• World Traveler – you have a willingness, and an interest, to travel to Zuora locations across the globe to learn and affect change. 

#ZEOLife at Zuora

As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it’s exciting. Our people, whom we refer to as “ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we’re making what’s next possible for our customers, community and the world. 

As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:

• Competitive compensation, corporate bonus program and performance rewards, company equity and retirement programs
• Medical, dental and vision insurance
• Generous, flexible time off 
• Paid holidays, “wellness” days and company wide end of year break
• 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 and can be viewed in more detail during your interview process.

Location & Work Arrangements

We subscribe to modern work which means organizations and teams at Zuora are empowered to design efficient and flexible ways of working, being intentional about scheduling, communication, and collaboration strategies that help us achieve our best results while balancing flexibility and responsibility.

Our Commitment to an Inclusive Workplace

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.