Manager, Revenue Intelligence & Sales Development

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.

• 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.

• 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 evolving and challenging us to think differently, iterate often and learn constantly. Our people, whom we refer to as “ZEOs,” are empowered to take…