At a Glance
- Tasks: Drive growth for enterprise customers by expanding relationships and monetization strategies.
- Company: Join Zuora, a leader in the Subscription Economy, transforming how businesses engage with customers.
- Benefits: Competitive salary, dynamic team environment, and opportunities for professional growth.
- Other info: Collaborate with top-tier colleagues and influence major companies' revenue strategies.
- Why this job: Be a key player in shaping the future of subscription models across Northern Europe.
- Qualifications: 7+ years in enterprise SaaS sales with a proven track record of success.
The predicted salary is between 48000 - 84000 € per year.
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 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.
The Team & Role – Enterprise Account Executive (Expand) 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.
What You’ll Do
- Drive Strategic Expansion
- 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
- Own Commercial Outcomes
- 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
- Engage at Executive Level
- 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
- Partner Cross-Functionally
- 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
What Makes This Role Exciting
- 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.
What You’ll Need to Be Successful
- 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
Your Profile
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.
#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, 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.
Why Northern Europe, Why Now?
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.
Enterprise Account Executive, Expand employer: Zuora
Zuora is an exceptional employer that empowers its employees to drive meaningful change in the Subscription Economy. With a strong focus on collaboration and accountability, ZEOs work alongside talented colleagues in a dynamic environment that fosters professional growth and innovation. Located in Northern Europe, a strategic hub for enterprise expansion, Zuora offers unique opportunities to engage with leading brands and shape their monetization strategies, making it an ideal place for those seeking impactful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land Enterprise Account Executive, Expand
✨Tip Number 1
Network like a pro! Get out there and connect with industry professionals on LinkedIn or at events. Building relationships can open doors to opportunities that aren’t even advertised.
✨Tip Number 2
Research the company inside out. Understand their products, culture, and recent news. This knowledge will help you tailor your conversations and show that you’re genuinely interested in being part of their team.
✨Tip Number 3
Practice your pitch! Be ready to articulate how your experience aligns with their needs. Highlight your successes in enterprise sales and how you can drive growth for their business.
✨Tip Number 4
Don’t forget to follow up! After meetings or interviews, send a thank-you note. It’s a simple way to reinforce your interest and keep you top of mind as they make their decision.
We think you need these skills to ace Enterprise Account Executive, Expand
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Enterprise Account Executive role. Highlight your experience in enterprise SaaS sales and how you've successfully expanded accounts in the past. We want to see how you can bring value to our team!
Showcase Your Achievements:Don’t just list your responsibilities; share your successes! Use specific metrics to demonstrate how you’ve exceeded targets or driven growth in previous roles. This will help us understand your impact and potential.
Be Authentic:Let your personality shine through in your application. We’re looking for someone who is relationship-driven and comfortable at the C-level. Share your passion for building long-term partnerships and how you approach complex sales cycles.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re proactive and keen to join our team!
How to prepare for a job interview at Zuora
✨Know Your Stuff
Before the interview, dive deep into Zuora's products and how they fit into the subscription economy. Understand the challenges faced by enterprise customers in Northern Europe and be ready to discuss how you can help them expand their monetisation strategies.
✨Showcase Your Relationships
Prepare examples of how you've built and maintained executive-level relationships in previous roles. Highlight your experience engaging with CFOs and CIOs, and be ready to discuss specific instances where you've successfully navigated complex sales cycles.
✨Be Data-Driven
Bring data to the table! Be prepared to discuss your past performance metrics, such as ARR growth and renewal rates. Show how you use data to inform your account planning and forecasting, demonstrating your commercial discipline.
✨Think Long-Term
Zuora is all about building long-term relationships, so come prepared with a strategic mindset. Discuss how you would develop multi-year growth plans for enterprise accounts and how you see expansion as a structured discipline rather than just opportunistic upselling.
