GM, Payments

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🇺🇸 United States – Remote

💵 $235k / year

⏰ Full Time

🟠 Senior

🔴 Lead

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Zuora

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

☁️ SaaS

💸 Finance

🤝 B2B

💰 $400M Post-IPO Equity on 2022-03

SaaS • Finance • B2B

Zuora is a leading provider of subscription management and recurring billing solutions. The company offers the Zuora Monetization Suite, which supports various monetization models, including subscriptions, usage-based billing, and one-time pricing. Zuora's solutions help businesses manage recurring revenue growth across pricing and packaging, billing, customer acquisition, and quote-to-cash processes. The platform includes features for automating revenue recognition, creating dynamic paywalls, and integrating with existing application ecosystems through low-code SDKs and APIs. Zuora is recognized as a leader in the industry, providing robust tools for companies aiming to scale sustainably with modern recurring revenue models.

📋 Description

• Own the Payments GTM plays and the Payments revenue number, including ARR growth and attach rates. • Define the plays end to end: ICP, segmentation, messaging, competitive positioning, and channel strategy. • Lead the overlay team that supports field AEs and SEs in deals, and build repeatable sales motions and enablement they can run. • Build the GTM motion for Zuora's new agentic payment and orchestration capabilities, including the Payment Gateway Change (Volume Play), and drive adoption from launch to scale. • Coordinate the Volume Play with the Payments Value-Added Services (Value Play) team so both motions reinforce each other. • Develop co-sell motions, campaigns, and programs with PSP and gateway partners, and manage a competitive, multi-partner ecosystem with diplomacy. • Contribute market and deal feedback to the Payments roadmap, partnering with Product and the CPO organization on priorities. • Define and track KPIs for revenue growth, partner performance, enablement effectiveness, and product adoption, and report to senior leadership. • Work AI-native: use AI agents to scale your output and capture plays, enablement, and partner motions as reusable skill files the team can improve.

🎯 Requirements

• Proven track record selling PSP products, payment gateway solutions, or payment platform services to enterprise customers. You have carried the bag and know the payments sales cycle end to end. • 12+ years in payments or fintech, with significant time in hands-on sales, business development, or GTM leadership. • Deep knowledge of the payments ecosystem: gateways, acquirers, processors, card networks, alternative payment methods, fraud and risk tools, and orchestration. • Experience leading overlay or specialist sales teams that support a broader field organization. • Track record building sales enablement that measurably improves field performance and deal velocity. • Experience managing partner ecosystems with competing interests. • Strong analytical skills: GTM metrics, pipeline forecasting, and translating market data into commercial action. • AI-native operator who already uses AI agents to scale work and document repeatable plays as skill files. • Strong executive presence with C-level stakeholders, partners, and customers. • Bachelor's degree required; MBA or advanced degree preferred.

🏖️ Benefits

• Competitive compensation, variable bonus and performance rewards, and retirement programs • Medical, dental, and vision insurance • Generous, flexible time off • Paid holidays, wellness days, and a company-wide end-of-year break • Paid parental leave • Learning & Development stipend • Opportunities to volunteer and give back, including charitable donation match • Free resources and support for your mental wellbeing