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Customer Solution Engineer - AI Native/Consumption Quote to Cash
Zuora
Remote ・ フルタイム
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仕事内容
About ZuoraAt 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 OpportunityA technical SaaS solutions engineer who drives the technical win on billing and quote-to-cash opportunities and acts as a technical SME for the most strategic customers in our install base — with real fluency in consumption/usage-based monetization and AI-native environments. You'll scope, configure, and build QTC solutions hands-on, not just demo them This is a hands-on Customer Solution Engineer role. You'll partner with AEs and stay close to your accounts beyond just the deal cycle, supporting technical health and surfacing expansion.In this role, you will:
Drive the technical win. Partner with AEs through enterprise sales cycles — discovery, solution design, objection handling, and clear differentiation — to secure the technical decision.
Own account technical health. stay embedded with your accounts as a trusted technical partner — diagnosing billing and integration issues, guiding configuration and architecture best practices, unblocking adoption, and partnering with Support and Services on escalations so customers run on a healthy, scalable QTC foundation
Scope and build quote-to-cash solutions. Translate customer requirements across CPQ, billing, and revenue into a defensible QTC architecture — including consumption and usage-based billing models (metering, rating, mediation, invoice presentation, and downstream rev rec implications).
Build and execute proofs of concept as a core part of the role — hands-on with APIs, data, and integrations (forward-deployed, not slideware).
Go deep on consumption and AI-native monetization. Design and demonstrate how customers monetize usage- and AI-driven products — event/usage capture, rating at scale, and the billing and revenue implications of consumption pricing.
Deliver technical presentations for business and technical stakeholders, including senior leadership — translating architecture and pricing-model tradeoffs into business value.
Support technical health and adoption on your accounts — ensure customers realize value against agreed outcomes, and identify expansion across business units, cross-sell, and add-ons.
Collaborate across Zuora and partners; contribute to RFPs/RFIs, field events, and customer references; support escalations cross-functionally.
Travel within your territory as needed.
About YouYou are an experienced presales or solutions professional with a strong track record of owning technical wins in complex enterprise environments.You likely bring:
5+ years in Sales Engineering, Presales, or Solution Architecture — with demonstrated, hands-on contribution to technical wins on enterprise deals.
Direct billing / quote-to-cash experience — you've scoped and/or built solutions spanning CPQ, billing, and revenue (not just adjacent SaaS).
Consumption / usage-based billing fluency — metering, rating, mediation, and the revenue implications of consumption pricing.
Comfort in AI-native environments — you understand how AI-driven and usage-based products get monetized, and can architect for that.
Technical depth — APIs, integration patterns, data/reconciliation, and modern application architecture. You can debug a failing integration under time pressure, not just describe one.
Telecom experience is a strong plus — high-volume mediation, rating, and complex usage models.
Strong communication — you translate technical concepts clearly for engineers, finance stakeholders, and business leaders.
Structured sales methodology experience (e.g., MEDDIC, Value Selling) — or equivalent deal discipline.
Bachelor's degree and/or relevant FinTech / enterprise software background.
About the TeamYou 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. BenefitsZuora 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 ZuoraZEOs (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 WorkplaceThink, 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 [email protected] (or local equivalent, where applicable).CompensationThe OTE range for this role is $124,375–$219,500. 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—$175,600 USD
Drive the technical win. Partner with AEs through enterprise sales cycles — discovery, solution design, objection handling, and clear differentiation — to secure the technical decision.
Own account technical health. stay embedded with your accounts as a trusted technical partner — diagnosing billing and integration issues, guiding configuration and architecture best practices, unblocking adoption, and partnering with Support and Services on escalations so customers run on a healthy, scalable QTC foundation
Scope and build quote-to-cash solutions. Translate customer requirements across CPQ, billing, and revenue into a defensible QTC architecture — including consumption and usage-based billing models (metering, rating, mediation, invoice presentation, and downstream rev rec implications).
Build and execute proofs of concept as a core part of the role — hands-on with APIs, data, and integrations (forward-deployed, not slideware).
Go deep on consumption and AI-native monetization. Design and demonstrate how customers monetize usage- and AI-driven products — event/usage capture, rating at scale, and the billing and revenue implications of consumption pricing.
Deliver technical presentations for business and technical stakeholders, including senior leadership — translating architecture and pricing-model tradeoffs into business value.
Support technical health and adoption on your accounts — ensure customers realize value against agreed outcomes, and identify expansion across business units, cross-sell, and add-ons.
Collaborate across Zuora and partners; contribute to RFPs/RFIs, field events, and customer references; support escalations cross-functionally.
Travel within your territory as needed.
About YouYou are an experienced presales or solutions professional with a strong track record of owning technical wins in complex enterprise environments.You likely bring:
5+ years in Sales Engineering, Presales, or Solution Architecture — with demonstrated, hands-on contribution to technical wins on enterprise deals.
Direct billing / quote-to-cash experience — you've scoped and/or built solutions spanning CPQ, billing, and revenue (not just adjacent SaaS).
Consumption / usage-based billing fluency — metering, rating, mediation, and the revenue implications of consumption pricing.
Comfort in AI-native environments — you understand how AI-driven and usage-based products get monetized, and can architect for that.
Technical depth — APIs, integration patterns, data/reconciliation, and modern application architecture. You can debug a failing integration under time pressure, not just describe one.
Telecom experience is a strong plus — high-volume mediation, rating, and complex usage models.
Strong communication — you translate technical concepts clearly for engineers, finance stakeholders, and business leaders.
Structured sales methodology experience (e.g., MEDDIC, Value Selling) — or equivalent deal discipline.
Bachelor's degree and/or relevant FinTech / enterprise software background.
About the TeamYou 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. BenefitsZuora 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 ZuoraZEOs (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 WorkplaceThink, 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 [email protected] (or local equivalent, where applicable).CompensationThe OTE range for this role is $124,375–$219,500. 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—$175,600 USD