VP, Payments
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Job Description
VP of Payments leading go-to-market strategy and revenue growth for Zuora’s Payments portfolio. Guiding specialized overlay team and building AI-first payment capabilities.
Responsibilities:
- 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:
- 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
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