Business Development Manager (Sales Team Lead)
Location: Remote
Employment Type: Full-Time
About Zata
Zata is an AI-powered Operations Intelligence platform that helps mid-market companies understand what is changing in their business, identify risks before they become problems, and make better decisions faster. By connecting metrics, goals, projects, and operational data into a single AI-powered workspace, Zata empowers leadership teams to focus on what matters most.
We're growing rapidly and looking for ambitious professionals who want to be part of the future of AI-powered business intelligence.
About the Role
As the Business Development Manager, you will lead and develop a high-performing team of Account Executives (AEs) and Sales Development Representatives (SDRs) responsible for driving Zata's revenue growth. Your primary focus will be building a scalable outbound sales engine, coaching your team to consistently exceed targets, optimizing sales processes, and ensuring predictable pipeline generation and revenue performance.
You will work closely with Marketing, Customer Success, and Product to align go-to-market strategies while personally supporting key enterprise opportunities and strategic customer relationships.
This role is ideal for a sales leader who enjoys coaching teams, building repeatable sales processes, leveraging data to improve performance, and scaling SaaS sales organizations.
Key Responsibilities
- Lead, coach, mentor, and develop a team of Account Executives and SDRs to consistently exceed revenue targets.
- Recruit, onboard, and train new sales team members as the organization grows.
- Define and execute outbound sales strategies to generate qualified pipeline across target markets.
- Monitor team performance through KPIs, dashboards, forecasting, and CRM reporting.
- Conduct regular pipeline reviews, deal inspections, and one-on-one coaching sessions.
- Support AEs in complex negotiations and strategic enterprise opportunities.
- Establish sales playbooks, best practices, and standardized sales processes.
- Collaborate with Marketing to improve lead generation campaigns and conversion rates.
- Partner with Customer Success to maximize customer retention, expansion, and referrals.
- Analyze sales metrics to identify opportunities for process improvements and revenue growth.
- Maintain accurate forecasting and pipeline management within the CRM.
- Provide customer insights and market intelligence to Product and Leadership teams.
- Foster a high-performance, collaborative, and accountability-driven sales culture.
Requirements
- 5+ years of experience in B2B SaaS sales, business development, or enterprise technology sales.
- 2+ years of experience leading, coaching, or managing Account Executives, SDRs, or inside sales teams.
- Proven track record of consistently achieving or exceeding team revenue targets.
- Experience building and scaling outbound sales processes.
- Strong leadership, coaching, and performance management skills.
- Excellent communication, presentation, and negotiation abilities.
- Experience engaging with C-level executives and enterprise decision-makers.
- Strong analytical mindset with experience using sales metrics and forecasting.
- CRM experience (HubSpot, Salesforce, or similar).
- Highly organized, proactive, and results-driven.
- Comfortable working in a fast-paced, remote-first environment.
- Professional English proficiency (required).
- Portuguese or Spanish is a strong advantage.
Preferred Qualifications
- Experience leading SaaS sales teams in AI, Business Intelligence, Analytics, ERP, or Enterprise Software.
- Experience implementing sales methodologies such as MEDDICC, SPIN Selling, Challenger, or Solution Selling.
- Familiarity with outbound sales platforms including LinkedIn Sales Navigator, Apollo, Clay, Outreach, or similar tools.
- Experience working in startup or high-growth technology environments.
What We Offer
- Remote-first work environment.
- Opportunity to lead the commercial growth of an innovative AI platform with global market potential.
- Career advancement opportunities within a rapidly growing technology company.
- Continuous learning, leadership development, and professional coaching.
- Collaborative, entrepreneurial, and high-impact culture.
- International exposure working with customers and teams across multiple markets.
Success Metrics
- Monthly and quarterly recurring revenue (MRR).
- Qualified pipeline generated by SDRs.
- Account Executive win rates and average deal size.
- Forecast accuracy.
- Team productivity and ramp-up success.
- Customer acquisition and expansion revenue.
Why Join Zata?
At Zata, you'll lead a talented sales organization building the next generation of AI-powered Operations Intelligence. You'll have the opportunity to shape our commercial strategy, develop a world-class sales team, and directly influence the company's global growth while helping organizations make smarter, faster business decisions through artificial intelligence.
Zata is an AI-powered operations intelligence platform. We help mid-market companies see what is changing in their business, what is at risk, and what to do about it — in five minutes or less, every Monday morning.
We unify the metrics, goals, projects, and tasks that normally live in a dozen disconnected tools into a single workspace, and layer an AI agent — Nia — on top that watches the business 24/7 and surfaces what matters before anyone has to ask.
We are growing fast, and we are building a global sales team to match. This is a ground-floor opportunity to sell a genuinely differentiated product into a market that is actively looking for what we have built.
The opportunity
We are looking for ambitious, self-driven Account Executives across LATAM to own the full sales cycle — from first conversation to closed deal — for a product that practically demos itself.
This is a high-autonomy, high-upside role for closers who want to be rewarded for what they bring in, not what time they clock on. You will be selling to operations leaders, founders, and finance teams at companies that already feel the pain we solve. Your job is to show them there is a better way — and bring them home.
Why this role is different
Most SaaS sales jobs hand you a hard product and a skeptical market. We hand you the opposite: a product that lands in the first demo, and a market that
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