VP, Payments

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the Payments go-to-market (GTM) strategies and the Payments revenue target, focusing on ARR growth and attach rates.

• Outline the GTM strategies comprehensively: Ideal Customer Profile (ICP), segmentation, messaging, competitive positioning, and channel strategy.

• Lead the overlay team that assists field Account Executives (AEs) and Sales Engineers (SEs) in deals, creating repeatable sales processes and enablement initiatives.

• Develop the GTM strategy for Zuora's innovative agentic payment and orchestration features, including the Payment Gateway Change (Volume Play), and promote adoption from launch to large-scale implementation.

• Align the Volume Play with the Payments Value-Added Services (Value Play) team to ensure both initiatives complement each other.

• Create co-selling motions, campaigns, and programs in collaboration with Payment Service Providers (PSP) and gateway partners, while managing a competitive multi-partner ecosystem with tact.

• Provide market insights and deal feedback to the Payments roadmap, collaborating with Product and the Chief Product Officer (CPO) organization on priorities.

• Establish and monitor key performance indicators (KPIs) for revenue growth, partner performance, enablement success, and product adoption, reporting to senior leadership.

• Operate in an AI-native manner: leverage AI agents to enhance productivity and document plays, enablement, and partner motions as reusable skill files for team improvement.

⛳️ Requirements

• Over 12 years of experience in payments or fintech, collaborating with sales, business development, partnerships, or GTM leadership.

• Extensive understanding of the payments ecosystem, including gateways, acquirers, processors, card networks, alternative payment methods, fraud and risk management tools, and orchestration.

• Proven experience leading overlay or specialist sales teams that support a larger field organization.

• Demonstrated success in building sales enablement that significantly enhances field performance and accelerates deal velocity.

• Experience in managing partner ecosystems with diverse interests.

• Strong analytical abilities: proficiency in GTM metrics, pipeline forecasting, and converting market data into actionable commercial strategies.

• An AI-native operator who is already utilizing AI agents to enhance work efficiency and document repeatable strategies as skill files.

• Strong executive presence when engaging with C-level stakeholders, partners, and customers.

• A solid track record in selling PSP products, payment gateway solutions, or payment platform services to enterprise clients; familiarity with the complete payments sales cycle is preferred. Ideally, you have direct sales experience.

• A Bachelor's degree is required; an MBA or advanced degree is preferred.

🏝️ Benefits

• Competitive salary, variable bonuses and performance incentives, and retirement plans.

• Comprehensive medical, dental, and vision coverage.

• Generous and flexible paid time off.

• Paid holidays, wellness days, and a company-wide break at the end of the year.

• Paid parental leave.

• Learning & Development stipend.

• Opportunities for volunteering and giving back, including a charitable donation matching program.

• Access to free resources and support for mental well-being.