Foster City, CA, United States

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About Zuora

At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue.

We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation.

The Opportunity and About the Team

The VP of Revenue Operations (RevOps) / Sales Operations is a highly strategic business partner to the COO, CRO, CCO and the rest of the Executive Leadership Team, managing a global team responsible for building and optimizing the systems, processes, and analytics that drive predictable, scalable revenue performance across the customer lifecycle (Acquire, Implement, Expand, Retain). This leader is a strategic operator working along GTM, Customer Success and Services who turns strategy into repeatable execution, owning end-to-end forecasting for bookings and retention, pipeline and deal management, global analytics, territory design, quota setting, sales and services compensation, and field effectiveness .

The ideal candidate has 10–15+ years of progressive experience in Enterprise/ Global SaaS revenue operations or sales and services operations and is a proven operator capable of driving commercial excellence in Salesforce and across a modern, integrated GTM tool ecosystem.

What you’ll do

Revenue Planning & Forecasting

Lead the end-to-end corporate sales forecasting process, partnering closely with Sales, Finance, Customer Success, Services, and Marketing leadership, ensuring a single source of truth for revenue prediction.
Build and maintain standardized forecasting methodologies, including pipeline inspection, data science-backed conversion modeling, services analysis, and scenario planning across regions and segments.
Own the design and governance of global sales compensation plans that reinforce GTM strategy, drive collaboration, and ensure fiscal alignment with corporate targets.
Deliver executive-level insights on forecast risk, upside, and key performance drivers to the Senior Leadership team and Board.

Territory, Segmentation & Quota Management

Design and implement global territory models aligned to market potential, whitespace analysis, sales capacity planning, and service delivery constraints.
Own annual quota-setting and allocation processes, ensuring fairness, scalability, and alignment with corporate targets.
Monitor quota attainment trends and recommend proactive resource adjustments or strategic coverage changes.

Pipeline Management & GTM Analytics

Oversee robust pipeline health analytics, identifying key drivers, bottlenecks, and opportunities for acceleration across regions, segments, and partners.
Analyze sales and marketing data to identify performance trends, conversion drivers, and areas of inefficiency across the funnel.
Build and govern actionable, executive-ready dashboards and KPIs to measure funnel conversion, sales cycle efficiency, pipeline and bookings health, renewals, services attach rates, deal complexity, delivery readiness, and rep productivity—segmented by geography, market, battleground, and individual performance.
Partner with Marketing, Sales and Services Leadership to drive rigorous, data-backed weekly/monthly pipeline and deal reviews.
Collaborate with Sales, Marketing, and Product to translate product, market, and buyer-intent signals into prioritized workflows, GTM plays, and automated engagement strategies to accelerate pipeline creation and conversion.
Own Global Services reporting and forecasting, including services revenue, P&L, budget vs. actuals, cost management, and go-live forecasting.
Develop predictive and long-range models for pipeline, bookings, renewals, and churn, including multi-quarter (e.g., 9-quarter rolling) forecasts to inform strategic planning and investment decisions.

Customer Lifecycle & Renewals Insights

Develop analyses and frameworks to understand renewals performance, customer health, churn risk, and expansion opportunities.
Establish clear measurement and executive visibility into the impact of services delivery on long-term retention, expansion, and customer value realization.
Partner with Customer Success and Account Management to create consistent health scoring and cohort-based analyses that embed value realization across the lifecycle.
Partner with Services to define, track, and operationalize implementation performance metrics (e.g., time-to-value) and embed them into lifecycle and renewal analytics.
Implement system-driven monitoring and alerting to proactively identify and escalate at-risk implementations and customer engagements.
Deliver insights that shape product, retention, and pricing/packaging strategy and renewal forecasting.

Systems Ownership & Process Excellence

Serve as the executive owner of Salesforce—driving data quality, architecture, workflow design, and integration strategy.
Ensure the GTM system stack (e.g. Salesforce, CPQ, Gainsight, Clari) is fully instrumented and governed to support scalable and efficient processes.
Coordinate with IT on implementation and support of tools and analytics to support the organization.
Own Global Services opportunity processing, customer billing workflows, and internal services compensation programs.
Lead data quality and governance initiatives across GTM systems, including historical data normalization (e.g., upsell and expansion bookings) and the design of scalable, automated mechanisms for capturing pipeline and bookings going forward.
Lead cross-functional efforts to streamline and document sales processes, acting as a change agent to ensure alignment across Sales, Marketing, Customer Success, Services, and Finance.

Strategic Leadership & Cross-Functional Partnership

Act as a trusted advisor to the COO, CRO, and CCO in translating data into actionable insights and strategic recommendations.
Lead and mentor a high-performing, multi-disciplinary RevOps team across forecasting, analytics, systems, sales process, and services operations fostering a culture of operational excellence.
Drive successful onboarding, institutionalize best practices, and provide executive ownership of data governance, integrity, and accuracy across the end-to-end GTM operating model.
Support board-level reporting and preparation of executive materials related to revenue performance and GTM efficiency and ROI.

First Year Success Looks Like

Establish a reliable, data-driven forecasting process with increased accuracy, supported by clear operational cadence.
Deliver a comprehensive data-backed global territory and quota model for the upcoming fiscal cycle.
Improve pipeline visibility and implement a standardized methodology across all regions.
Enhance Salesforce data integrity and streamline GTM processes.
Build a cohesive RevOps organization with clear charters and operating cadence

Your experience

10–15 years+ of progressive experience in Revenue Operations, Sales Operations, or related GTM operations roles.
Significant, demonstrated experience in a Global SaaS / subscription-based business model is mandatory, ideally mid-market or enterprise-focused.
Deep expertise with Salesforce (data governance, complex architecture, reporting, process design, integrations).
Demonstrated ability to design GTM workforce models Proven track record of owning and improving forecasting accuracy, pipeline analytics, territory/quota modeling, and renewals insights.
Exceptional analytical and financial modeling mindset; expert in turning complex data into narratives that drive executive and board-level decision-making.
Demonstrated ability to design, implement, and govern scalable processes in high-growth, multi-region environments.
Excellent leadership skills with experience managing and developing multi-disciplinary, geographically dispersed operations teams.
Strong cross-functional collaboration and executive communication skills; ability to influence without direct authority.

Nice to Haves

Direct experience leading a RevOps function through a period of significant growth
Expert-level familiarity with advanced RevOps tools such as Clari, PowerBI, Gainsight,etc.
Background in working with global sales teams and multi-region GTM motions with multiple routes to market (e.g. Direct, Partner,)
Experience supporting complex revenue models (subscription, usage-based, multi-product portfolios).
MBA or related advanced degree is highly valued.
Preferred location in San Francisco Bay Area.

Benefits

Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide:

Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs
Medical, dental, and vision insurance
Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break
Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)
Learning & development stipend to support ongoing growth
Opportunities to volunteer and give back, including charitable donation matching where available
Mental wellbeing resources and support
Benefits may vary by location; details will be shared during the interview process

#ZEOLife at Zuora

ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We:

Collaborate deeply across teams and regions
Learn constantly and iterate often
Build an inclusive, high-performance culture where people feel inspired, connected, and valued

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. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard 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@zuora.com (or local equivalent, where applicable).

The base pay details represent the annualized salary range for the posted position. While we share a comprehensive range, a candidate’s final base salary will fall within these guidelines and will be determined based on multiple factors including but not limited to: qualifications of the candidate, job related knowledge, prior related experience, specific and unique skills, the location of the role, internal equity and internal budget. Base pay is only one element of Zuora’s Total Rewards Package. Additional elements may also include bonus/variable compensation, equity and comprehensive benefits, more details found here.

Base Pay Details

$264,160—$396,240 USD

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VP, Revenue Operations