Manager, Sales Development EMEA

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 ZBR Manager EMEA is responsible for leading our “ZBR” (Zuora Business Representatives) team of both Sales Development (inbound qualification) and Business Development Reps (Hybrid inbound/outbound). This role will be reporting to the Sr. Director of Global Sales Development in the US and will lead a team of 3 to 5 ZBRs based in London and Paris.

The ZBR Manager will assist in establishing team objectives, provide ZBRs with opportunities to expand their knowledge of services, products, and troubleshooting techniques, and analyze call data. A ZBR Manager must possess exceptional communication, interpersonal, and client service skills, as well as comprehensive knowledge of company policies and offerings.

A successful ZBR Manager focuses on improving the growth and production of their ZBR team and both its inbound & outbound motions. One should be observant and detail-oriented while possessing an understanding of the business, products and services offered, as well as any issues a ZBR is facing.

This is a hybrid position, so you'll work both remotely and in the office. The expectation is 3 days per week in the London office (Soho area).

What you’ll do

• Lead, motivate, and direct the activities of assigned team members in order to achieve objectives, project schedules, and team goals in order to achieve quotas.
• Collaborate with and leverage cross-functional teams (Sales Management, Account Executives, & Field Marketing) to develop targeted lists, call strategies, and messaging to drive opportunities.
• Utilize industry knowledge to research & develop accounts, identify key players, generate interest, and identify compelling events.
• Prospect to companies via cold calling, email, marketing campaigns, social selling.
• Leverage AI to drive efficiencies in our process and scale the quantity and quality of our Outreach.
• Learn and maintain in-depth knowledge of Zuora’s product suite. Manage, track, and report on all activities and results using Salesforce & Outreach.io.
• Execute corrective action, performance improvement plans, provide constructive feedback, and determine the urgency of termination if necessary.

Who you are

• 2-3 years experience in a sales/business development or business development role for a SaaS company.
• Minimum 2 years experience in a sales/business development management role for a SaaS Company.
• Strong coaching and leadership and mentoring skills, ability to motivate employees.
• Positive and energetic, excellent active listening skills, strong writing skills.
• Team Player; excited to work in a high-energy and collaborative environment.
• A self-starter with a track record of successful, credible achievements.
• The ability to handle confidential information with the utmost discretion.
• Bachelor's Degree or equivalent.

#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