VP, Payments

About the role

Lead the go-to-market strategy and revenue expansion for Zuora's Payments offerings. You will guide a dedicated team that supports our main sales force in closing payments-related deals. This position offers high visibility across executive leadership, clients, and payment industry partners.

Key facts

What you'll do

• Drive the go-to-market approach and revenue targets for the Payments portfolio, focusing on ARR growth and attach rates.
• Develop comprehensive go-to-market plans, including target customer profiles, market segmentation, messaging, competitive positioning, and channel strategies.
• Manage a specialized team that assists field sales representatives and solutions engineers with deals, creating repeatable sales processes and training materials.
• Build the go-to-market motion for new agentic payment and orchestration capabilities, including the Payment Gateway Change (Volume Play), and scale adoption.
• Coordinate the Volume Play with the Payments Value-Added Services (Value Play) team to ensure complementary strategies.
• Establish co-sell initiatives, campaigns, and programs with payment service providers and gateway partners, managing a diverse partner ecosystem.
• Provide market insights and deal feedback to inform the Payments product roadmap, collaborating with Product and CPO teams.
• Define and monitor key performance indicators for revenue growth, partner success, enablement effectiveness, and product adoption, reporting findings to senior management.
• Utilize AI agents to enhance personal productivity and document repeatable processes, enablement content, and partner strategies as reusable skill files for team improvement.

Requirements

• A minimum of 12 years of experience in payments or fintech, with a background in sales, business development, partnerships, or go-to-market leadership.
• Extensive understanding of the payments landscape, including gateways, acquirers, processors, card networks, alternative payment methods, fraud prevention, risk management, and orchestration.
• Proven experience leading overlay or specialist sales teams that support a broader sales organization.
• Demonstrated success in creating sales enablement programs that measurably improve field performance and accelerate deal cycles.
• Experience managing partner ecosystems with competing interests.
• Strong analytical capabilities for go-to-market metrics, pipeline forecasting, and translating market data into commercial strategies.
• An AI-native operator who actively uses AI agents to scale work and document repeatable plays as skill files.
• Strong executive presence and ability to engage with C-level stakeholders, partners, and customers.
• A history of successfully selling PSP products, payment gateway solutions, or payment platform services to enterprise clients. Prior direct sales experience in the payments cycle is highly preferred.
• A Bachelor's degree is required; an MBA or advanced degree is preferred.

Nice to have

• Experience in the subscription economy, recurring billing, or usage-based business models.
• Familiarity with AI/ML applications in payment optimization, routing, or fraud prevention.
• Experience working with payment gateway partners such as Stripe, Adyen, Braintree, Worldpay, or Chase Paymentech.
• Knowledge of PCI, PSD2/SCA, and regional payment regulations in a commercial context.

Skills & tools

• Payments Ecosystem Knowledge
• Go-to-Market Strategy
• Sales Enablement
• Partner Management
• AI Agent Utilization
• Financial Metrics Analysis
• Enterprise Sales
• Product Roadmapping

Practical notes

• Competitive compensation package including base salary, variable bonus, and performance rewards.
• Comprehensive benefits include medical, dental, and vision insurance, generous paid time off, paid holidays, wellness days, paid parental leave, and a learning & development stipend.
• Opportunities for volunteerism and charitable donation matching.
• Mental wellbeing resources and support.
• Specific benefits may vary by location.