GM, Payments

ABOUT THE ROLE We are seeking a seasoned payments sales leader to own the go-to-market plays and revenue execution for Zuora's Payments portfolio. As the General Manager of Payments - Sales, 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. WHAT YOU'LL DO As the GM of Payments - Sales, your primary responsibilities will include: - Owning the Payments GTM plays and the Payments revenue number, including ARR growth and attach rates - Defining the plays end to end: ICP, segmentation, messaging, competitive positioning, and channel strategy - Leading the overlay team that supports field AEs and SEs in deals, and building repeatable sales motions and enablement they can run - Building the GTM motion for Zuora's new agentic payment and orchestration capabilities, including the Payment Gateway Change (Volume Play), and driving adoption from launch to scale - Coordinating the Volume Play with the Payments Value-Added Services (Value Play) team so both motions reinforce each other - Developing co-sell motions, campaigns, and programs with PSP and gateway partners, and managing a competitive, multi-partner ecosystem with diplomacy - Contributing market and deal feedback to the Payments roadmap, partnering with Product and the CPO organization on priorities - Defining and tracking KPIs for revenue growth, partner performance, enablement effectiveness, and product adoption, and reporting to senior leadership - Working AI-native: using AI agents to scale your output and capture plays, enablement, and partner motions as reusable skill files the team can improve WHAT YOU'LL NEED To be successful in this role, you will need: - A proven track record selling PSP products, payment gateway solutions, or payment platform services to enterprise customers - 12+ years in payments or fintech, with significant time in hands-on sales, business development, 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 - A 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 - Bachelor's degree required; MBA or advanced degree preferred WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere while still being part of a dynamic and innovative team. Our remote work environment allows for collaboration and communication across different locations and time zones. BENEFITS - Competitive compensation, variable bonus and performance rewards, and retirement programs - Medical, dental, and vision insurance