Zuora
Manager, Revenue Intelligence & Sales Development
Zuora, Redwood City, California, United States, 94061
Overview
Company Overview Zuora is focused on helping people subscribe to new ways of doing business that are better for people, companies and the planet. It’s an approach shaped by the Subscription Economy that prioritizes customers and recurring relationships to drive sustainable growth. Zuora’s multi-product suite supports monetizing new business models and optimizing digital experiences across industries. The Team & Role The
Revenue Intelligence Sales Development Manager
is a 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 orchestrated into integrated campaigns that fuel pipeline creation. Reporting directly to the
Head of Revenue Intelligence Marketing , this manager is a strategic operator and people leader responsible for enabling the BDA team, driving adoption of AI workflows, and aligning marketing campaigns, outbound plays, and sales activation. Key Responsibilities
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 . Qualifications
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 evolving and challenging us to think differently, iterate often and learn constantly. Our people, whom we refer to as “ZEOs,” are empowered to take ownership and make a bigger impact. We collaborate deeply and exchange ideas openly to make what’s next possible for our customers, community and the world. Zuora is committed to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, and we support ZEOs with: Competitive compensation, variable bonus 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 Volunteer opportunities and charitable donation match Free resources for mental wellbeing Specific benefits offerings may vary by country and can be viewed in more detail during your interview process. Location & Work Arrangements
Zuora supports flexible work arrangements with a balance of remote and office options, designed to optimize collaboration and results. Our Commitment to an Inclusive Workplace
We are an Equal Opportunity Employer committed to an inclusive environment for all. Zuora does not discriminate on any legally protected characteristic. We encourage candidates from all backgrounds to apply. For accommodations during the interview process, please contact assistance(at)zuora.com. The base pay details represent the annualized salary range for the posted position. Final base salary will be within the guidelines and determined by factors including qualifications, experience, location, and internal equity. Base pay is one part of Zuora’s Total Rewards Package, which may also include bonus/variable compensation, equity and benefits. More details can be found
here . Base Pay Details $186,000 — $186,000 USD
#J-18808-Ljbffr
Company Overview Zuora is focused on helping people subscribe to new ways of doing business that are better for people, companies and the planet. It’s an approach shaped by the Subscription Economy that prioritizes customers and recurring relationships to drive sustainable growth. Zuora’s multi-product suite supports monetizing new business models and optimizing digital experiences across industries. The Team & Role The
Revenue Intelligence Sales Development Manager
is a 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 orchestrated into integrated campaigns that fuel pipeline creation. Reporting directly to the
Head of Revenue Intelligence Marketing , this manager is a strategic operator and people leader responsible for enabling the BDA team, driving adoption of AI workflows, and aligning marketing campaigns, outbound plays, and sales activation. Key Responsibilities
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 . Qualifications
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 evolving and challenging us to think differently, iterate often and learn constantly. Our people, whom we refer to as “ZEOs,” are empowered to take ownership and make a bigger impact. We collaborate deeply and exchange ideas openly to make what’s next possible for our customers, community and the world. Zuora is committed to building an inclusive, high-performance culture where ZEOs feel inspired, connected and valued, and we support ZEOs with: Competitive compensation, variable bonus 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 Volunteer opportunities and charitable donation match Free resources for mental wellbeing Specific benefits offerings may vary by country and can be viewed in more detail during your interview process. Location & Work Arrangements
Zuora supports flexible work arrangements with a balance of remote and office options, designed to optimize collaboration and results. Our Commitment to an Inclusive Workplace
We are an Equal Opportunity Employer committed to an inclusive environment for all. Zuora does not discriminate on any legally protected characteristic. We encourage candidates from all backgrounds to apply. For accommodations during the interview process, please contact assistance(at)zuora.com. The base pay details represent the annualized salary range for the posted position. Final base salary will be within the guidelines and determined by factors including qualifications, experience, location, and internal equity. Base pay is one part of Zuora’s Total Rewards Package, which may also include bonus/variable compensation, equity and benefits. More details can be found
here . Base Pay Details $186,000 — $186,000 USD
#J-18808-Ljbffr