About this role.
Zuora is hiring a customer-facing Solutions Engineer to support enterprise quote-to-cash sales cycles and ongoing strategic account growth. The role combines discovery, solution architecture, tailored demonstrations, API and integration-focused proofs of concept, and executive presentations. Candidates need at least five years of enterprise B2B SaaS presales, sales engineering, solution consulting, or solution architecture experience. Domain expertise in billing, subscription management, CPQ, ERP/finance systems, revenue operations, or usage-based monetization is central to success. The position also requires close collaboration with Account Executives, Product, Services, Support, partners, and customer stakeholders.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would begin by mapping the current lead-to-cash process, stakeholders, systems, pricing models, approval flows, and reporting needs. I would identify high-impact pain points such as manual billing, revenue leakage, usage-rating complexity, integration gaps, or slow product launches, then translate them into prioritized technical and business requirements. Finally, I would align the evaluation plan, success criteria, demo storyline, and POC scope to the customer’s decision process.
I would first define the usage events, data sources, rating rules, pricing tiers, billing cadence, and downstream finance or CRM integrations. I would build a narrow but realistic scenario that demonstrates ingestion, metering, rating, invoice generation, and reporting against agreed success criteria. Throughout the POC, I would document assumptions, integration dependencies, scalability considerations, and the path from prototype to production.
I tailor the conversation to the audience by leading with business outcomes such as faster monetization, reduced operational effort, and improved revenue visibility. I use a concise architecture and workflow narrative to establish technical credibility, while reserving detailed API, data-model, and integration discussions for technical evaluators. I confirm stakeholder priorities beforehand so the presentation is relevant without oversimplifying important risks or constraints.
I would jointly establish account strategy, stakeholder mapping, qualification criteria, competitive positioning, and next-step ownership early in the cycle. The AE would lead commercial alignment and executive engagement, while I would own technical discovery, solution validation, demonstrations, technical objections, and POC execution. We would maintain a shared close plan that links technical milestones to the customer’s decision timeline.
I would clarify the underlying business outcome before concluding that a specific feature is required. I would assess whether configuration, an integration, an API-based extension, a process alternative, or roadmap alignment can meet the need, while being transparent about current product capabilities. If there is a material gap, I would involve the appropriate product and services stakeholders, document the impact, and avoid making commitments that have not been validated.
About Zuora
At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue.
We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation.
The Opportunity
Zuora is the leader in monetization for subscription and usage-based businesses. On our strategic customer team, Solutions Engineers partner with Account Executives to win technical decisions on enterprise deals — and stay close to customers after the sale for adoption and expansion.
This is a hands-on role: you’ll design, build and demo solutions, run POCs when the deal requires it (APIs, data, integrations), and remain close to customers post sale in a strategic capacity.
In this role, you will:
- Partner with AEs on enterprise sales cycles: discovery, solution design, demos, and technical wins
- Scope quote-to-cash solutions across billing, CPQ, and revenue — including subscription and usage-based pricing where relevant
- Build tailored demos and proofs of concept aligned to customer requirements
- Present to technical and business stakeholders, including senior leadership
- Support technical health on assigned accounts and surface expansion opportunities
- Collaborate with Product, Services, Support, and partners; contribute to RFPs and customer events as needed
- Travel within your territory when required
About You
Required
- 5+ years in Sales Engineering, Presales, Solution Consulting, or Solution Architecture on enterprise B2B SaaS deals
- Demonstrated hands-on technical aptitude — you can configure, integrate, and build (not demo-only)
- Experience in at least one of: billing/subscription platforms, quote-to-cash, ERP/finance systems, or revenue operations — Zuora experience not required
- Strong communication with engineers, finance, and business buyers
Preferred
- Usage-based or consumption billing (metering, rating, mediation)
- Telecom or other high-volume usage models
- AI or usage-heavy product monetization
- Structured deal methodology (e.g. MEDDIC)
- Bachelor’s degree or equivalent practical experience.
About the Team
You will be part of a team focused on winning and expanding complex enterprise quote-to-cash opportunities by combining technical depth, business acumen, and customer partnership.
This team works closely across Account Executives, Product, Solutions, partners, and customer stakeholders to:
- Solve complex monetization and billing challenges
- Deliver tailored technical strategies, demos, and proofs of concept
- Support customers from pre-sales through post-sale technical health and adoption
- Surface customer insight that shapes roadmap and solution direction
- Help customers scale modern consumption and AI-native business models
This is a highly collaborative environment for someone who wants to go beyond standard demos and play a meaningful role in shaping solution architecture, customer outcomes, and long-term growth.
Benefits
Zuora offers a comprehensive total rewards package designed to support ZEOs’ wellbeing, growth, and flexibility. While specific offerings may vary by country, we typically provide:
- Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs
- Medical, dental, and vision insurance
- Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break
- Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)
- Learning & development stipend to support ongoing growth
- Opportunities to volunteer and give back, including charitable donation matching where available
- Mental wellbeing resources and support
*Benefits may vary by location; details will be shared during the interview process
#ZEOLife at Zuora
ZEOs (our employees) are empowered to take ownership, challenge the status quo, and make a real impact. We:
- Collaborate deeply across teams and regions
- Learn constantly and iterate often
- Build an inclusive, high-performance culture where people feel inspired, connected, and valued
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. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard 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@zuora.com (or local equivalent, where applicable).
Compensation
The OTE range for this role is $124,375 – $251,160. OTE includes base salary and target variable compensation. A candidate’s final OTE will be determined based on factors including qualifications, relevant experience, job-related knowledge, specific skills, location, internal equity, and budget.
The base pay details represent the annualized salary range for the posted position. While we share a comprehensive range, a candidate’s final base salary will fall within these guidelines and will be determined based on multiple factors including but not limited to: qualifications of the candidate, job related knowledge, prior related experience, specific and unique skills, the location of the role, internal equity and internal budget. Base pay is only one element of Zuora’s Total Rewards Package. Additional elements may also include bonus/variable compensation, equity and comprehensive benefits, more details found here.
Base Pay Details
$99,500—$193,200 USD
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