Zuora
VP, Payments
RemoteUnited States only
- Role
- Sales
- Experience
- Lead
- Company size
- Enterprise
$226.6k–$339.8k/yr
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No BS summary
VP of Payments to lead go-to-market strategy and revenue growth for Zuora's Payments portfolio. Requires 12+ years in payments/fintech with deep payments ecosystem knowledge and experience leading specialist sales teams. Must be AI-native and have strong executive presence.
Core skills
Payments GTMAI-first GTM motionsagentic payment and orchestration capabilities
Required skills
paymentsfintechsalesbusiness developmentpartnershipsGTM leadershippayments ecosystemgatewaysacquirersprocessorscard networksalternative payment methodsfraud and risk toolsorchestrationsales enablementanalytical skillsAI agentsPSP productspayment gateway solutionspayment platform services
Optional skills
subscription economyrecurring billingusage-based modelsAI/ML in payment optimizationAI/ML in payment routingAI/ML in fraud preventionStripeAdyen
Required languages
English
What you'll do
- 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.
What they require
- 12+ years in payments or fintech, partnering with sales, business development, partnerships, 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.
- Proven track record selling PSP products, payment gateway solutions, or payment platform services to enterprise customers.
- Preferred you know the payments sales cycle end to end.
- Ideally you have carried the bag and know the payment sales cycle end to end.
- 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
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.
$226.6k–$339.8k/yr