Practice Director, EMEA North at Zuora
London, GB
Why Zuora?

Zuora is a SaaS company and the world’s foremost evangelist of the Subscription Economy. Zuora’s leading subscription management platform helps enable businesses in any industry to launch or shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, open new revenue streams, and disrupt market segments to gain competitive advantage. Zuora serves more than 1,000 companies around the world in every industry, including Box, Komatsu, Rogers, Schneider Electric, Toshiba, Xplornet and Zendesk. The Subscription Economy Index (SEI) demonstrates that SEI companies are growing revenues approximately nine times faster than the S&P 500. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Denver, San Francisco, London, Paris, Beijing, Sydney, Chennai and Tokyo.


The GS EMEA North Practice Director has the primary responsibility to lead and build a world class Practice within our worldwide Global Services organization.

Responsibilities include:

· Oversee responsibility and provide leadership for the Global Services team in Northern Europe. Mentor and develop Global Service Engagement Managers who will directly report to the GS EMEA North Practice Director. He/She will have close collaboration with the GS EMEA Center of Excellence, i.e. the consultants.

· Manage the P&L for Zuora Global Service EMEA North (UK, Nordics, DACH, nominated Benelux accounts, Israel, South Africa). Responsible for revenue attainment (through billable hours) and maximizing Global service profitability through accurate forecasting and effective management of the GS EMEA cost center.

· Define and execute growth strategies and initiatives for Zuora in coordination with the Sales Management.

· Collaborate with Sales Management for business development and keep close alignment on the opportunity pipeline with a minimum 6 months outlook.

· Partner and support Sales to ensure successful sale. Make sure that Zuora’s proposals are reviewed and approved from a technical standpoint. Create service proposals with support of the GS consulting team.

· Continuous determination of required service capacity based on service bookings outlook and lead the decision process for hiring additional consultants.

· Maintain a good service delivery capacity mix of Zuora consultants and subcontractors.

· Align with Sales and Partner Management the partner strategy and support Zuora’s service partners with trainings programs for their consultants. Align with Sales, Partner Management and Zuora’s partners on the required Global Service Expert Services in “partner-prime-projects”.

· Accountable for the success of all projects in the region. Be project sponsor and build trusted relationships with customer senior management. Be hands-on with the project team in critical project situations, involve other Zuora functions during critical implementation situations and avoid customer churn during implementation.

· Accountable for the customer transition from Global Service to Customer Success Management after Go Live.

· Lead the process together with Sales and Marketing to establish customer references.

· Serve as an industry thought leader by participating in various industry forums, panels, tech talks and international events (e.g. Zuora’s Subscribed Events) to highlight and promote the use of Zuora products and solutions.

Preferred Qualifications/Skills include:

· 10+ years of overall relevant professional experience and demonstrated success in building and running a professional services function, including significant experience in application solution consulting leadership roles, and ideally with consulting and/or software providers.

· A strong leader who has managed teams and revenue streams. Able to engage in critical project situations hands-on with the project team and work “on-the-ground” to resolve project success blockers.

· Strong background in mid-market and enterprise-level solution delivery and project management, including experience developing work-breakdown structures and project plans.

· Demonstrated experience in translating customer business requirements into workable software solutions. Demonstrated success as a customer facing executive.

· Someone very comfortable working closely with the sales team and helping to close deals. Must have the skills to build a business and advise the team on improving delivery but with an emphasis on sales.

· A track record of enabling and developing the skills and careers of direct reports.

· Proven customer engagement skills and track record of delivering, deploying and implementing enterprise SaaS or cloud-based technologies.

· Strong cloud application solution experience – ideally with ERP, CRM, Billing or other business application software.

· Exceptional verbal and written communication skills.

· Bachelor and/or Master degree in a technical or business discipline

Heidi Burns

Community Manager

Heidi joined WIN in February 2016 as Head of Community. Prior to WIN, Heidi founded Project Happy Hearts and has held positions at DocuSign, Eventbrite and H.Bloom. She studied business at Cal Poly San Luis Obispo and has her Masters in Social Entrepreneurship from University of Southern California, Marshall School of Business. As a Southern California native she enjoys spending her spare time at the beach and rooting for the Lakers.

Patrick Blute

Community Manager

Patrick Blute is from Cape Cod, Massachusetts. Before studying Sustainable Development at Columbia University, Patrick was a travel show host touring in over 54 countries. He has worked with companies such as Switch Communications, BackOffice Associates, National Geographic, and as a theatre producer in New York. He is an active alumni of the Coca-Cola Scholars Foundation and passionate about content creation, event management, and public speaking. Patrick is extremely excited to work in the intersection of technology and culture.

Jonathan Pines


jp Before joining WIN, Jonathan co-founded GiftRocket (Y Combinator W11) and was a Software Engineer at Facebook. He is also an active angel investor. Jonathan studied math at Stanford and CS at Harvard. He enjoys thinking about interesting ideas and helping founders make them happen.

Kevin Webb


kw Having grown up and been educated in Silicon Valley, Kevin has had little choice but to become completely dependent on the Internet. He studied Human Biology at Stanford, and has worked at companies such as Dash Navigation (acquired by RIM) and FunnyOrDie, as well as the Santa Clara County Public Health Department and the American Museum of Natural History in New York. Kevin’s background lies primarily in writing, web design, and social marketing, and when he’s not working on WIN, he’s generally spending time with friends or writing field shows for the Stanford Band.

Jeremy Schneider


jJeremy Schneider joined WIN as a Senior Associate in January, 2011. Prior to WIN, Jeremy was a Senior Associate Consultant at Bain & Company in San Francisco, where he focused on technology companies and worked in the Private Equity Group. He graduated Summa Cum Laude, Phi Beta Kappa from Dartmouth College, where he majored in History. He has a Master’s degree in Economic and Social History from The University of Oxford, where he was a Clarendon Scholar. Jeremy grew up in the Bay Area and is thrilled to have the opportunity to work closely with entrepreneurs and to immerse himself in the world of start-ups.

Michael Neril

Co-Founder and Affiliate

Michael has worked with technology startups for 15 years as an advisor, investor, co-founder or operator.   Michael is a co-foundmner of Webb Investment Network (“WIN”), which he launched in 2010. As Managing Director, Michael led all investment activities for the firm, focused largely on enterprise cloud applications, marketplaces, and mobile marketing platforms, investing in over 50 companies across these sectors. Prior to WIN, Michael worked at LiveOps, a cloud-based contact center and labor marketplace, where he ran business development for its next-generation virtual work marketplace.  While there, he also incubated and ran the fastest growing product line within the Company. Michael joined LiveOps after it acquired the second of two technology startups which he co-founded called Ooreka, a virtual work marketplace.  Michael started his career as an investment banker in ING Barings’ Technology Group where he primarily advised venture-backed startups on M&A and corporate finance activities. Michael is also a mentor at several startup accelerators. Michael earned a BA in International Relations from Tufts University.  

Maynard Webb


mw Maynard Webb is a 30-year veteran of the technology industry. An active leader in the technology and business community, Maynard serves as a board member, investor, philanthropist and mentor to young entrepreneurs. As the founder of the Webb Investment Network (WIN), a seed investment firm dedicated to nurturing entrepreneurs, Maynard brings his experience developing and leading high-growth companies. WIN provides its portfolio companies with mentorship and on-demand access to an affiliate network of over 80 industry experts.

Irene Webb


“iw” Irene has been involved in the tech world since 1982. After graduating Rutgers with a degree in statistics, and forecasting sales for Breck and Pine Sol products at American Cyanamid, she went on to earn her MBA from East Carolina University. Eager to begin her tech career outside of her home state of New Jersey, she took a programming job (and later finance roles) with IBM in Boca Raton, Florida where she first met Maynard. Irene later worked at Thomas Conrad and then Quantum Corp before taking leave to focus on her family. She came out of retirement in 2010 to manage WIN's finances. When not managing WIN's budget, Irene enjoys traveling and playing golf.

Katie So’Oto

Executive Assistant

“ks” Katie comes to WIN with years of administrative experience from her prior roles at Tellme, (a Microsoft subsidiary), Russell Reynolds Associates and most recently Sofinnova Ventures. She brings a wonderful, positive attitude and service oriented approach to her role. Katie is a bay area native and lives in Redwood City with her husband and four boys.

Dena Porter

Business Operations Manager

WINteamHeadshotsDPDena brings more than a decade of ‘behind-the-scenes’ productivity and organizational knowledge to the fast-flowing stream of information and infrastructure at WIN. She has held positions in Silicon Valley start-ups fusionOne and Baynote and has teamed with Maynard for years at eBay, LiveOps and now WIN. Dena is fascinated by all things technology keeping her in tune with WIN’s existing and prospective portfolio companies.