Revenue Intelligence Sales Development Manager

Company Overview 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. 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 ... (truncated, view full listing at source)