Manager, Sales (Business Development)

Overview:

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer’s and partner’s needs and solve their challenges.

Being part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

You’ll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about—locally and globally.

Come make an impact every day at Zebra.

What We're Looking For:
The Manager of Business Development will report directly to the Regional Hub Director in London. In this role, you will recruit, lead, and nurture a high-performing team of 10–15 Business Development Representatives (BDRs).

The ideal candidate is recognised as an exceptional, hands-on coach who is dedicated to guiding others toward sales success. You possess an in-depth understanding of our product and solutions portfolio, know what strategies are needed to outperform competitors, and can impart this knowledge effectively to your team. As a leader, you prioritise the collective success of One Zebra over individual accomplishments, fostering a culture of high energy, professional growth, and personal accountability.

Onsite Requirement: This role is required to be onsite at our London office 5 days per week to drive collaboration, energy, and desk-side coaching.

Responsibilities

Strategic Sales Leadership & Execution

- Strategic Direction: Lead and develop Zebra’s Business Development Inside Sales team. Formulate, execute, and adapt outbound prospecting strategies to consistently achieve or surpass pipeline and revenue quotas.
- Converting Opportunities to Revenue: Drive a relentless focus on lead quality and conversion as a core KPI. You will coach your team to ensure passed opportunities are thoroughly qualified, making the transition from Discovery to Closed-Won Revenue seamless for our Inside and Field Sales teams.
- Proactive Business Initiatives: Design and spearhead proactive, outbound business development initiatives (e.g., targeted market-penetration campaigns, persona-based messaging drives, and multi-threading high-value accounts).

Team Growth & Development

- Recruitment & Sourcing: Spearhead the recruitment process by interviewing, hiring, and building a high-caliber “bench” of top-tier candidates to join the team, standardizing our new-hire onboarding and probation framework.
- 1-on-1 Sales Coaching: Conduct regular, structured 1-on-1 calling sessions with representatives to refine their sales skills, objections handling, and transition them toward Outcome-Based Selling.
- Performance Management: Establish clear individual and team goals, monitor progress, conduct regular performance reviews, and implement necessary development plans to enhance performance and address underperformance.

Cross-Functional Collaboration & Office Culture

- Marketing Collaboration: Partner closely with the Marketing team to align BDR outbound campaigns with active marketing initiatives, product launches, and regional demand-generation strategies to maximize campaign ROI.
- Operational Alignment: Partner with sales operations, training, and IT to support and align team efforts with broader company objectives.
- Onsite Hub Leadership: Maintain a strong, motivating presence by working in-person at the London hub five days a week to build rapport, drive high-energy call-out sessions, and lead by example. Fosters a results-driven, resilient, and accountable team environment.

Requirements

- Bachelor’s degree or equivalent business experience.
- 8+ years of B2B sales experience selling technology-related hardware, software, or SaaS offerings.
- Demonstrated experience in sales project management with a strong emphasis on coaching and mentoring, coupled with a deep passion for developing, motivating, and managing a team of sales professionals.
- Must be able to work out of Zebra’s London office 5 days per week . Little to no outside travel expected.

Preferred Qualifications

- Prior team lead or direct people-management experience.
- Current or former Zebra experience.
- Proven experience in strategic planning, market segment analysis, and sales campaign execution.
- Deep knowledge of structuring sales quota goals, pipeline conversion models, and revenue expectations.
- Exceptional written and verbal communication skills; highly proficient with Salesforce, Outreach, and standard office suites.
- Ability to influence and inspire on behalf of the business, and operate cross-functionally to drive overall organizational growth.
- Excellent time management, decision-making, presentation, and organisational skills.

Incentive Compensation:
In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 25% , in accordance with the terms of the applicable sales incentive plan.

Job Posting Statement:

To protect candidates from falling victim to online fraudulent activity involving fake job postings and employment offers, please be aware our recruiters will always connect with you via @zebra.com email accounts. Applications are only accepted through our applicant tracking system and only accept personal identifying information through that system. Our Talent Acquisition team will not ask for you to provide personal identifying information via e-mail or outside of the system. If you are a victim of identity theft contact your local police department.

AI Technology Statement:

Zebra Technologies leverages AI technology to evaluate job applications using objective, job-relevant criteria. This approach enhances efficiency and promotes fairness in the hiring process. However, every decision regarding interviews and hiring is made by our dedicated team, because we believe people make the best decisions about people. For more on how we use technology in hiring and how we process applicant data, see our Zebra Privacy Policy .