Director - Zuora Service Offering Leader | Business Transformation

Embark People•Oklahoma City, OK

About The Position

Embark is seeking a Zuora Service Offering Director to build and scale its Zuora practice. The role will shape the practice strategy and operating model, develop a differentiated Zuora and Workday offering, support strategic client engagements, build joint pipeline with Zuora and Workday, and establish the team and repeatable capabilities needed for growth. Initially, the Director will serve in a range of capacities, including hands-on architect, delivery lead, and client and partner representative. As the practice grows, the Director will build the organization and delegate responsibilities across alliance leadership, delivery, enablement, and pre-sales. The role owns commercial performance, including bookings, revenue, pipeline, utilization, capacity planning, delivery economics, and scalable offerings. The Director will provide executive oversight and solution assurance across Zuora engagements and directly lead selected strategic pursuits and complex implementations and optimizations. The work spans Zuora deployments, re-implementations, migrations, and process improvements across CPQ, usage metering and mediation, Billing, Payments, Collections, and Revenue. The role will develop end-to-end order-to-cash solutions that use Zuora as the monetization operational subledger and Workday Financials, Accounting Center, and Prism as the financial core, using the certified Zuora Connector for Workday rather than bespoke integrations. The Director will establish technical standards for Zuora environments, including product catalog and pricing design, APIs, Workflow, and integrations with CRMs, ERPs, general ledgers, tax engines, payment gateways, and data warehouses. The role will help clients implement usage-based, credit, commitment, and AI pricing models and apply Zuora AI agents to billing, revenue, and collections operations. It will also develop repeatable implementation, optimization, advisory, and managed services offerings, along with tools, training, playbooks, accelerators, and reference architectures for B2B, B2C, and hybrid business models. The role includes representing Embark at Zuora and Workday events and industry forums; collaborating with alliance and sales teams on pipeline, account planning, workshops, assessments, and co-selling; enabling Embark business development and account teams to identify and qualify opportunities; building relationships with finance and revenue operations executives; recruiting and developing Zuora consultants; and partnering with business development on proposals, RFPs, scoping, commercial models, and executive presentations. In the first 12 months, success includes establishing the practice strategy, operating model, and investment plan; building an initial delivery team and development and certification path; creating repeatable offerings and delivery assets; developing qualified joint pipeline; securing and delivering initial lighthouse engagements; establishing a post-go-live optimization or managed services motion; and building strong client and partner references.

Requirements

Deep, hands-on Zuora experience, including implementation of Zuora Billing and Zuora Revenue across subscription, usage-based, and hybrid models.
Understanding of how Zuora connects with CRMs, ERPs, GLs, tax systems, payment systems, and data platforms.
Experience with Workday Financials integration, ideally including Accounting Center and Prism, or a strong record connecting billing and revenue subledgers to a comparable ERP.
A track record of building a practice or service line from the ground up, beyond delivering projects.
Experience owning or contributing to practice economics, pipeline development, proposals, forecasting, and converting opportunities into profitable delivery work.
Order-to-cash and revenue expertise, including ASC 606 and IFRS 15, contract modifications, usage rating, billing operations, revenue recognition, reconciliation, and SOX controls.
Experience developing repeatable delivery methods, accelerators, managed services, or optimization offerings.
Strong people leadership, coaching, communication, and relationship-building skills, with the ability to remain steady in ambiguous situations.
Ability to work across executive conversations, sales pursuits, solution architecture, delivery governance, and talent development.

Nice To Haves

Broader experience across the Zuora platform, including CPQ, Payments, Collections, usage mediation and metering, rating, Orders, APIs, Workflow, Extensions, and Zuora AI use cases.
Zuora implementer certifications, such as Billing or Revenue Solution Architect or Implementation Manager.

Responsibilities

Build the Zuora practice strategy, business plan, target industries and business models, investment priorities, differentiation, and operating model in partnership with Embark leaders.
Own practice commercial performance, including bookings, revenue, pipeline, utilization, capacity planning, delivery economics, and scalable offerings.
Provide executive oversight and solution assurance for Zuora engagements and directly lead selected strategic pursuits and complex implementations and optimizations.
Lead or oversee Zuora deployments, re-implementations, migrations, and process improvements across CPQ, usage metering and mediation, Billing, Payments, Collections, and Revenue.
Develop the joint Zuora and Workday offering and design end-to-end order-to-cash solutions using Zuora, Workday Financials, Accounting Center, Prism, and the certified Zuora Connector for Workday.
Set technical standards for Zuora architecture, product catalog and pricing design, APIs, Workflow, and integrations with CRMs, ERPs, GLs, tax engines, payment gateways, and data warehouses.
Help clients develop usage-based, credit, commitment, and AI pricing models and apply Zuora AI agents to billing, revenue, and collections operations.
Build repeatable implementation, optimization, advisory, and managed services offerings, along with tools, training, playbooks, accelerators, and reference architectures for B2B, B2C, and hybrid models.
Represent Embark at Zuora events, Workday Rising, user groups, and industry forums.
Collaborate with Zuora and Workday alliance and sales teams on joint pipeline, account planning, executive workshops, assessments, and co-selling.
Enable Embark business development and account teams to identify Zuora opportunities, qualify demand, position the offering, and forecast pipeline.
Build relationships with CFOs, CAOs, controllers, and revenue and billing operations leaders and develop those relationships into engagements.
Recruit, mentor, and develop Zuora consultants who can independently run implementations and optimizations.
Partner with business development on proposals, RFPs, scoping, commercial models, and executive presentations.
Build the practice organization and determine which responsibilities to perform directly and which to delegate as the practice grows.