GM, Payments
About the role
Company Overview
At Zuora, we do Modern Business. We help people subscribe to new ways of doing business that are better for people, companies, and ultimately the planet. Built on the shift to the Subscription Economy, we put customers first by building recurring relationships instead of one-time sales. Through our multi-product suite, we work with the world's most innovative companies to monetize new business models, grow subscriber relationships, and optimize their digital experiences.
Zuora is an AI-native company. We use agents across the business and are building the monetization and payment infrastructure for the AI era. As agent-driven and usage-based consumption grows, the flat, recurring models that billing and payments were built for start to break. Our AI monetization framework and agentic payment capabilities help companies meter, bill, collect, and optimize at that scale, and turn AI and usage into durable revenue.
The Team & Role
As the GM Payments -Sales, you will own the go-to-market plays and revenue execution and be responsible for building a business for Zuora's Payments portfolio. You will lead a small, specialized overlay team that supports our core field sales organization on Payments deals, while account ownership and renewals stay with the core team. This role sits in the Strategic Partnerships & M&A organization and is highly visible with executives, customers, and gateway 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.
We are looking for a payments sales leader who has carried a bag, closed complex Payment Service Provider (PSP) deals, and can coach reps through the full payments sales cycle. 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.
What You'll Do
- 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.
Your Experience
- Proven track record selling PSP products, payment gateway solutions, or payment platform services to enterprise customers. You have carried the bag and know the payments sales cycle end to end.
- 12+ years in payments or fintech, with significant time in hands-on sales, business d