Manager, Sales (Business Development) in London

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.

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.

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
  • 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.
  • Drive a relentless focus on lead quality and conversion as a core KPI.
  • 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.
  • Design and spearhead proactive, outbound business development initiatives.
• Team Growth & Development
  • Spearhead the recruitment process by interviewing, hiring, and building a high-caliber “bench” of top-tier candidates.
  • Conduct regular, structured 1-on-1 calling sessions with representatives to refine their sales skills.
  • Establish clear individual and team goals, monitor progress, conduct regular performance reviews, and implement necessary development plans.
• Cross-Functional Collaboration & Office Culture
  • Partner closely with the Marketing team to align BDR outbound campaigns with active marketing initiatives.
  • Partner with sales operations, training, and IT to support and align team efforts with broader company objectives.
  • Maintain a strong, motivating presence by working in-person at the London hub five days a week.

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.
• Must be able to work out of Zebra’s London office 5 days per week.

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.
• Exceptional written and verbal communication skills; highly proficient with Salesforce, Outreach, and standard office suites.
• 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.

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.

Zebra provides the foundation for intelligent operations with an award-winning portfolio of connected frontline, asset visibility and automation solutions. Organizations globally across retail, manufacturing, transportation, logistics, healthcare, and other industries rely on us to deliver outcomes today while driving innovation for what's next.