Company Overview
Zuora is the finance-first monetization platform for the AI era. As companies shift to usage, credits, tokens, and hybrid pricing, Zuora helps them turn that complexity into revenue by connecting pricing, billing, payments, collections, and revenue in one system built for finance.
The Opportunity
Zuora is in the middle of the biggest narrative shift in its history: from the company that defined the Subscription Economy to the platform that makes the AI Economy financially possible. AI is forcing every enterprise to rethink how they price, package, bill, and recognize revenue for products that run on tokens, credits, usage, and outcomes. Zuora is positioning itself as the only end-to-end platform built to do that at enterprise scale, connecting pricing through recognized revenue in one system.
That story only becomes real in the market if the analysts who shape enterprise buying decisions believe it. Zuora already holds Leader and #1 rankings in recurring billing and revenue recognition: a Leader in the 2025 Gartner Magic Quadrant for Recurring Billing Applications, a Leader in the Forrester Wave for Recurring Billing Solutions, the #1 ranking in IDC's MarketScape for Enterprise-Focused Subscription and Usage Management Applications, and the #1 score in MGI's Automated Revenue Management and Agile Billing ratings. That foundation is the leverage point. The next chapter — being recognized as the definitive platform for AI monetization, in a category that analysts are actively still defining — has not been won yet, and it will be won or lost in the next 12–18 months of report cycles, briefings, and strategy days.
This role is the person who takes that unclaimed ground. You'll partner with Product, PMM, and executive leadership to translate what Zuora's platform actually does into the evidence, narrative, and proof points that elevate conversations with Gartner, Forrester, IDC, ISG, and MGI as Zuora evolves from a billing leader to the system finance teams trust to make AI monetization real.
If you're in the Bay Area, this is a hybrid position with three days per week in Zuora's Foster City office. If you're remote, you'll collaborate virtually with occasional travel for office visits, analyst events, and offsites.
What You'll Own
- Define what "AI monetization leadership" means to analysts — build the strategy, calendar, and cadence of briefings, inquiries, and submissions that position Zuora as the category leader with Gartner, Forrester, IDC, MGI, and ISG, at the exact moment these firms are deciding how to evaluate AI pricing, billing, and revenue recognition.
- Turn product truth into analyst-ready narrative — partner with Product and PMM to translate real platform capability (Monetization Catalog, Flexible Commitments, metered entitlements, revenue automation) into the evidence and proof points analysts need to write Zuora into their reports.
- Win the evaluations that matter — lead Zuora's participation in Magic Quadrants, Waves, MarketScapes, and Buyers Guides end to end: RFIs, demos, fact-checks, and the customer references that make the difference between a mention and a Leader placement.
- Build the reference bench that proves the story — identify and mobilize the customer evidence (from named accounts using Zuora for AI pricing and revenue recognition) that gives analysts and buyers third-party proof, not just vendor claims.
- Close the loop from analyst feedback to action — turn what analysts tell you about competitive gaps, market shifts, and buyer concerns into specific recommendations for messaging, launches, and product strategy, and make sure that intelligence actually reaches the people who can act on it.
- Make analyst validation work harder across the funnel — package analyst insight, quotes, and rankings into assets that sales, marketing, and customer success actually use in deals and campaigns, not just PR headlines.
Your Experience
You'll thrive in this role if you have:
- 6+ years in analyst relations, product marketing, communications, or market intelligence in B2B SaaS or enterprise software
- Strong, credible relationships with analysts at Gartner, Forrester, IDC, or ISG — you know how they think, not just how to schedule a briefing
- A track record of leading high-stakes, cross-functional programs (major evaluations, executive briefings) with senior stakeholders in the room
- Sharp writing and message development skills — you can turn a technical capability into a narrative an analyst will repeat back to a client
- Comfort with executive prep, fast feedback cycles, and high-visibility work under real deadlines
- The judgment to synthesize noisy market input into a clear point of view and a next action
- The independence to drive clarity in ambiguous, fast-moving situations without waiting for a playbook
Strongly preferred:
- Direct exposure to usage-based, consumption, or AI monetization pricing models
- Experience with billing, payments, revenue recognition, quote-to-cash, or monetization platforms
- Product marketing experience, especially translating technical/finance capability into buyer-facing narrative
- Background in competitive intelligence or strategic communications during a category shift or repositioning
#ZEOLife at Zuora
ZEOs are empowered to take ownership, challenge the status quo, and make a real impact. We collaborate deeply, learn constantly, and build an inclusive, high-performance culture where people feel inspired, connected, and valued.
As part of our commitment to supporting ZEOs, we offer:
- Competitive compensation, variable bonus and performance reward opportunities, and retirement programs
- Medical, dental and vision insurance
- Generous, flexible time off
- Paid holidays, wellness days, and a company-wide year-end 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
Organizations and teams at Zuora are empowered to design efficient and flexible ways of working. For most roles, we offer the flexibility to work both remotely and at Zuora offices.
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@zuora.com.
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.