At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for people, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first by building recurring relationships instead of one-time product sales and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.
The Team & Role
The Revenue Intelligence Sales Development Manager is a pivotal, marketing-savvy role responsible for operationalizing and scaling the organization’s AI-enabled go-to-market engine. This role manages the Business Development Analyst (BDA) team, ensuring that research, insights, and AI-driven outbound activities are effectively orchestrated into integrated campaigns that fuel pipeline creation.
Reporting directly to the Head of Revenue Intelligence Marketing, this manager is both a strategic operator and a people leader responsible for enabling the BDA team, driving adoption of AI workflows, and ensuring alignment between marketing campaigns, outbound plays, and sales activation.
- Team Leadership & Enablement
- Manage, coach, and develop a team of Business Development Analysts, instilling a culture of research excellence, AI fluency, and revenue impact.
- Build training programs that elevate BDAs from traditional SDR-style prospecting to intelligence-led engagement and AI-enabled workflows.
- Operational Orchestration
- Translate the Head of Revenue Intelligence Marketing’s vision into executable playbooks for the BDA team.
- Ensure outbound efforts are synchronized with marketing campaigns, account-based programs, and sales initiatives.
- Establish repeatable frameworks for account research, signal detection, and AI deployment across BDAs.
- Define requirements for demand-aligned orchestration to deliver optimized sequences for the team.
- AI & Workflow Optimization
- Champion adoption of AI agents and automation tools, ensuring consistent usage and high-quality outputs.
- Continuously evaluate and refine AI-driven outbound processes, testing new tools, tactics, and workflows to drive productivity.
- Pipeline Acceleration
- Ensure BDAs surface prioritized accounts and contacts enriched by signals, intent data, and predictive scoring.
- Partner closely with sales leadership to ensure outbound insights convert into pipeline opportunities.
- Monitor campaign alignment to guarantee messaging and activation are consistent across touchpoints.
- Performance Management & Metrics
- Define, track, and report on BDA performance metrics, including AI productivity, engagement quality, outbound ROI, and pipeline impact.
- Drive continuous improvement by analyzing performance data and iterating on workflows, campaigns, and outbound plays.
What Success Looks Like
- The BDA team is recognized as a force multiplier — leveraging AI and research to amplify pipeline generation.
- Outbound workflows are efficient, intelligent, and scalable, delivering better-targeted accounts and higher conversion rates.
- Marketing campaigns, outbound activities, and sales plays are orchestrated seamlessly under a unified strategy.
- The organization sees measurable improvements in pipeline velocity, outbound ROI, and conversion efficiency.
- 4–7 years of experience in sales development, marketing or revenue operations, with at least 2+ years in a leadership/managerial role.
- Proven track record of building and managing high-performing prospecting or research teams.
- Experience implementing and scaling outbound strategies that leverage AI, automation, or advanced sales intelligence.
- Strong project management skills with the ability to operationalize strategy into structured playbooks.
- Analytical mindset with fluency in reporting on pipeline metrics, engagement data, and campaign performance.
- Strong collaboration skills, able to partner with Marketing, Sales, and Revenue Ops stakeholders.
- Passion for emerging technologies, especially AI, and their application to modern go-to-market workflows.
#ZEOLife at Zuora
As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly—it’s exciting. Our people, whom we refer to as “ZEOs" are empowered to take on a mindset of ownership and make a bigger impact here. Our teams collaborate deeply, exchange different ideas openly and together we’re making what’s next possible for our customers, community and the world.
As part of our commitment to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, we support ZEOs with:
- Competitive compensation, variable bonus and performance reward opportunities, and retirement programs
- Medical, dental and vision insurance
- Generous, flexible time off
- Paid holidays, “wellness” days and company wide end of year break
- 6 months fully paid parental leave
- Learning & Development stipend
- Opportunities to volunteer and give back, including charitable donation match
- Free resources and support for your mental wellbeing
Specific benefits offerings may vary by country and can be viewed in more detail during your interview process.
Location & Work Arrangements
Organizations and teams at Zuora are empowered to design efficient and flexible ways of working, being intentional about scheduling, communication, and collaboration strategies that help us achieve our best results. In our dynamic, globally distributed company, this means balancing flexibility and responsibility — flexibility to live our lives to the fullest, and responsibility to each other, to our customers, and to our shareholders. For this role you will be based in our Redwood City HQ from Monday to Wednesday.
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.
Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards 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(at)zuora.com.
The pay range details represent the annualized salary range for the posted position and a variable component. 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.
Top Skills
What We Do
At Zuora, we do Modern Business. We’re helping people subscribe to new ways of doing business that are better for customers, companies and ultimately the planet. It’s an approach resulting from the shift to the Subscription Economy that puts customers first (building ongoing relationships instead of one-time product sales) and focuses on sustainable growth. Through our leading expertise and multi-product suite, we are transforming all industries and working with the world’s most innovative companies to monetize new business models, nurture subscriber relationships and optimize their digital experiences.
Why Work With Us
As an industry pioneer, our work is constantly evolving and challenging us in new ways that require us to think differently, iterate often and learn constantly. Our people, whom we call “ZEOs" are empowered to take on a mindset of ownership and work together in collaboration to make what’s next possible for our customers, community and the world.
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