VP, Payments

Zuora

6d • Hybrid

About The Position

As VP of Payments, you will lead the go-to-market strategy and revenue growth for Zuora’s Payments portfolio, helping build and scale a high-impact business. You will guide a specialized overlay team that partners closely with our core field sales organization on Payments opportunities, while account ownership and renewals remain with the core team. This role sits within the Strategic Partnerships & M&A organization and offers significant visibility with executives, customers, and payment ecosystem partners. Zuora Payments helps customers collect revenue across hundreds of gateway and acquirer integrations. We are now launching new agentic payment and orchestration capabilities, with access to 1,000+ payment methods and built-in fraud, risk, and transaction optimization. You will build that business: designing the AI-first GTM motions that bring these capabilities to market and turn them into revenue. You should also be an AI-native builder who scales your own impact with AI agents and captures plays as reusable skill files, so the team compounds what works instead of leaving it in slides and one-off conversations.

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.
• Bachelor's degree required

Nice To Haves

• Experience in the subscription economy, recurring billing, or usage-based models.
• Familiarity with AI/ML in payment optimization, routing, or fraud prevention.
• Experience with payment gateway partners such as Stripe, Adyen, Braintree, Worldpay, or Chase Paymentech.
• Experience with PCI, PSD2/SCA, and regional payment regulations in a commercial context.
• MBA or advanced degree preferred.
• Ideally you have carried the bag and know the payment sales cycle end to end.

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.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Executive