Customer Solution Engineer - AI Native/Consumption Quote to Cash

About this role

<h3><strong>About Zuora</strong></h3> <p>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.</p> <p>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.</p> <p>&nbsp;</p> <h3><strong>The Opportunity<br></strong></h3> <p>A technical SaaS sales engineer who captures the technical win on complex billing and quote-to-cash opportunities — with real fluency in consumption/usage-based monetization and AI-native environments. You'll scope, sell and build the QTC solution, not just demo it. Telecom experience is a strong plus.</p> <p>This is a hands-on Solutions Engineer role. Additionally, you’ll also stay close to your accounts post-sale — protecting technical health and surfacing expansion.</p> <p>In this role, you will:</p> <ul> <li>Own the technical win. Partner with AEs through complex enterprise cycles — discovery, technical strategy, objection handling, and clear differentiation — to secure the technical decision.</li> <li>Scope, sell, and build quote-to-cash solutions. Translate messy 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).</li> <li>Build and manage the lifecycle of proofs of concept as a primary mechanism (think forward deployed engineer)</li> <li>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.</li> <li>Build tailored, end-to-end demos and POCs aligned to each customer's strategic objectives — hands-on with APIs, data, and integrations, not slideware.</li> <li>Lead technical presentations for senior stakeholders, including C-level, translating architecture and pricing-model tradeoffs into business value.</li> <li>Build strong technical relationships with customers and prospects — understanding their goals, constraints, systems of record, and operating models.</li> <li>Protect 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.</li> <li>Influence roadmap by feeding structured customer and market signal to Product and Solutions teams.</li> <li>Coordinate technical resources across Zuora and partners; contribute to RFPs/RFIs, field events, and customer references; support escalations cross-functionally.</li> <li>Travel within your territory as needed.</li> </ul> <h3><strong>&nbsp;</strong></h3> <h3><strong>About You</strong></h3> <p>You are an experienced presales or solutions professional with a strong track record of owning technical wins in complex enterprise environments.</p> <p>You likely bring:</p> <ul> <li>7+ years in Sales Engineering, Presales, or Solution Architecture — with demonstrated, hands-on ownership of technical wins on complex enterprise deals.</li> <li>Direct billing / quote-to-cash experience — you've scoped, sold, and/or built solutions spanning CPQ, billing, and revenue (not just adjacent SaaS).</li> <li>Consumption / usage-based billing fluency — metering, rating, mediation, and the revenue implications of consumption pricing</li> <li>Comfort in AI-native environments — you understand how AI-driven and usage-based products get monetized, and can architect for that.</li> <li>Technical depth — APIs, integration patterns, data/reconciliation, and modern application architecture. You can debug a failing integration under time pressure, not just describe one.</li> <li>Telecom experience is a strong plus — high-volume mediation, rating, and complex usage models.</li> <li>Excellent executive communication — you shift registers between engineers, controllers, and C-level without losing precision.</li> <li>Structured sales methodology experience (e.g., MEDDIC, Value Selling).</li> <li>Bachelor's degree and/or relevant FinTech / enterprise software background.</li> </ul> <p>A strong plus:</p> <ul> <li>Telecom experience, especially with high-volume mediation, rating, and complex usage models</li> </ul> <h2><strong>&nbsp;</strong></h2> <h3><strong>About the Team</strong></h3> <p>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.</p> <p>This team works closely across Account Executives, Product, Solutions, partners, and customer stakeholders to:</p> <ul> <li>Solve complex monetization and billing challenges</li> <li>Deliver tailored technical strategies, demos, and proofs of concept</li> <li>Support customers from pre-sales through post-sale technical health and adoption</li> <li>Surface customer insight that shapes roadmap and solution direction</li> <li>Help customers scale modern consumption and AI-native business models</li> </ul> <p>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.</p> <p>&nbsp;</p> <h3><strong>Benefits</strong></h3> <p>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:</p> <ul> <li>Competitive compensation, variable bonus and performance-based reward opportunities, and retirement programs</li> <li>Medical, dental, and vision insurance</li> <li