Company Overview

At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.

The Team & Role

Zuora’s Deal Desk team sits within Finance and serves as deal advisors to the Sales organization. Our mission is to inspire and influence better strategic decisions to drive long-term booking growth while ensuring compliance, efficiency, and scalability. 

YOUR MISSION: 

As a Senior Deal Desk Analyst, you will work cross-functionally as part of the Deal Desk team, collaborating with Sales, Finance, and Legal, to ensure efficient quoting, contracting, and document review with a focus on high-value/ strategic deals. Teamwork and collaboration are critical to the success of the right candidate.  Zuora seeks a customer-centric attitude and appreciation for working collaboratively in a very fast-paced environment. The desired candidate, preferably with 4+ years of experience in the Deal Desk at a SaaS company, will thrive in environments where uncertainty is common and is skilled in bridging business and sales needs.  

THE OPPORTUNITY (AKA: Why you want this role over any other out there) 

The Deal Desk team is an integral piece of Quote-to-Cash at Zuora and the Zuora-on-Zuora (ZoZ) program. Because Zuora strives to be its first and best customer, Deal Desk is positioned to influence enhancements to Zuora’s own suite of products. Your reach will not be limited to company growth via bookings; you will be able to touch the Zuora customer experience via product growth! 

Our Tech Stack: Zuora CPQ, Zuora Billing, Salesforce, FinancialForce, GSuite, Slack, Adobe, Tackle.io..

What you’ll do

• Within the first month: 
• You will be provided introductions to specific cross-functional stakeholders, begin to build trust with them, and understand the nuances of each of their teams and processes and how they impact Deal Desk’s operations. 
• You will be introduced to Zuora’s products, pricing, and contracts.
• You will assist with deal structures.
• By three months: 
• You will build in-depth knowledge of Zuora’s products, pricing, and contracts.
• You will support sales in deal structures.
• You will understand Zuora’s quoting and approval process. 
• You will assist in drafting, reviewing, and booking Order Forms.
• By six months: 
• You will have an in-depth understanding of Zuora’s Deal desk operations, Zuora’s pricing and packaging structure. 
• You will advise sales on complex, non-standard, and high-value deal structures, contract terms, etc.
• You will draft and review the standard and non-standard Order Forms.
• You will have an understanding of contractual terms in SaaS agreements and be comfortable reading legal contract language
• Within the first year: 
• You will execute process improvement efforts to streamline current procedures.
• You will execute other duties as assigned outside of day-to-day responsibilities

Your experience

• 4+ years Deal Desk, Finance, Bid Management, Sales Operations and/or Orders Management background
• Demonstrated ability to work effectively in a team environment with diverse stakeholders across Finance, Sales, Pricing, Legal, Systems and drive consensus to meet deadlines
• Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and quantitative experience required
• Strong knowledge of the end-to-end Quote-to-Cash process, experience with Salesforce and CPQ required
• Strong organizational and execution skills and ability to manage competing priorities
• Ability to make and drive process improvement recommendations
• Understanding of software revenue recognition issues, including revenue recognition under ASC 606
• Excellent analytical and problem solving skills to enable informed decision making
• Expert knowledge of Microsoft Excel and prior experience with modeling and analysis preferred
• Ability to drive rapid, but fact-based decision-making with imperfect data
• Ability to manage multiple variables / levers, and toggle approach within defined parameters based on customer needs and business objectives
• Clear and thoughtful communicator with exceptional critical thinking skills  
• A self-starter mentality and a desire to make a positive, lasting impact.

• Ability to handle peak order volume to meet end-of-month and end-of-quarter deadlines. This requires the ability to cover some morning, evening and weekend shifts around the end of each month and fiscal quarter.

Nice to haves:

• SFDC reporting and dashboard skills  
• Experience with consumption-based pricing module
• Experience with CPQ/ CLM Implementation 

#ZEOLife at Zuora

As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it’s exciting. Our people, whom we refer to as “ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we’re making what’s next possible for our customers, community and the world. 

As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:

• Competitive compensation, corporate bonus program and performance rewards, company equity and retirement programs
• Medical, dental and vision insurance
• Generous, flexible time off 
• Paid holidays, “wellness” days and company wide end of year 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, being intentional about scheduling, communication, and collaboration strategies that help us achieve our best results. In our dynamic, globally distributed company, this means balancing flexibility and responsibility — flexibility to live our lives to the fullest, and responsibility to each other, to our customers, and to our shareholders. For most roles, we offer the flexibility to work both remotely and at Zuora offices. While candidates may be located anywhere, they must be able to work and maintain PST business hours.

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(at)zuora.com.

The base pay range for this position is only one element of a candidate's total rewards package, which may also include bonuses/variable compensation, equity, and benefits. A candidate's final base salary may vary based on location, prior experience, and the context of the overall offer. Click here for more information regarding Zuora’s benefits.