Sales Development Manager, Zuora
Revenue Intelligence
$130.2-230k
OTE
+ Variable bonus
Office located in Foster City, CA
Cloud-based subscription management
Open for applications
Cloud-based subscription management
1001+ employees
Open for applications
$130.2-230k
OTE
+ Variable bonus
Office located in Foster City, CA
1001+ employees
Company mission
To help you build and run an amazing subscription business.
Role
Who you are
- 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
What the job involves
- 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
Our take
Over the last two decades the subscription economy has grown exponentially. Many companies are no longer selling "product units" and instead embrace these recurring revenue streams. But, whilst subscription-based businesses are flooding the market, making the transition is far from easy or simple.
Zuora helps companies launch and manage subscription-based businesses. Having started with Zuora Billing, the company has expanded its product portfolio to include Zuora Revenue, Zuora Collect and Zuora Central Platform. It's also gained big-name clients, including Zoom, Ford and Sony.
Set within this fast-growing economy, Zuora has attracted serious investment after its 2018 IPO. This fuelled the company's international expansion and allowed it to launch consumption-based billing and revenue recognition tools. Lately, it has been working to integrate AI enhancements into its offering.
Freddie
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2015
$115m
SERIES F
Sep 2013
$50m
SERIES E
Total funding: $242.5m
Company benefits
- Company equity
- Retirement programs
- Medical, dental and vision insurance
- Paid holidays and “wellness” days and company wide winter break
- Generous, flexible time off
- 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
Company HQ
Redwood Shores, Redwood City, CA
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