What You'll Do:
As the Senior Manager, Sales and Solution Consulting at Avalara, you will be lead our specialized sales organization focused on the Exemptions, Research, and Use tax market. In this important role, you will shape the future of Avalara's presence in these sectors. Your leadership will improve growth, and new ideas in this dynamic domain. This is a remote role reporting to the Senior Director Sales & Solution Consultants -and will be tightly aligned with product GM's, Product Solution Consultants, and sales leadership.
This is a Sales Role and you must reside in the United States.
This role is not eligible for sponsorship.
What Your Responsibilities Will Be:
- Manage Core Solution Consultant specialty selling team and drive their efforts in attainment product level bookings and logo targets
- You will develop a comprehensive sales strategy tailored specifically to the Exemptions, Research, and Use tax market
- Provide spiff and incentive ideas to help drive culture and success
- Meet regularly with your team and peers to consistently standardize and pull together best practices that can scale
- You will collaborate with multiple teams to align product development and go-to-market efforts with your vision.
- Maintain knowledge of Exemptions, Research, and Use tax regulations, trends, and challenges. Provide expertise to both your team and our clients.
- Maintain strategic relationships with main clients, serving as a trusted advisor and ensuring their success.
- Develop plans and presentations to achieve strategic product budget targets, including how to increase the product knowledge and acumen of sales teams.
- Create regular bookings forecasts and report out on bookings performance to leadership.
- Work across the Our Business segments to help increase revenue for your designated products(s).
- Be the subject matter expert for Exemptions, Research, and Use tax market; to include building deep levels of product knowledge, customer domain knowledge and industry knowledge.
- Provide guidance on way to generate additional opportunities through targeted outreach and pipeline hygiene applying sequences.
- Help build top of funnel channels by helping understand prospects/customers' business environment and provide valuable actionable recommendations to guide product attachment and end-to-end solutions.
- Represent the 'Voice of the Customer', surfacing important product and business insights to help inspire creativity for Avalara teams, i.e., Product, Marketing, Implementation, Support, etc.
- Provide training on talk tracks, stories and objection handling for designated product(s).
- Articulate and present the value delivered by Avalara products and services to multiple levels within a customer organization.
What You'll Need to be Successful:
Required Qualifications
- You will have over 5 years proven experience in leading sales teams and overlay teams.
- Proven experience in sales, pre-sales, solution consulting, or a customer-facing commercial role
- Strong working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows
- Ability to work with other leaders through collaboration and influence
- Ability to work with limited oversight and guidance on new projects, taking initiative and solving problems
- History of providing successful forecasts and pipeline/bookings plans
- Ability to conduct and influence discovery conversations and translate product capabilities into business value
- Comfort operating in a fast-paced, matrixed sales environment with multiple stakeholders
- Proficiency with Salesforce, Gong, Zoom, Slack, and standard sales productivity tools
Preferred Qualifications
- Prior experience selling or supporting ECM, ATR, AP, or related compliance solutions
- Experience as a top-performing Sales Executive or overlay consultant
- Background working in or selling to tax, accounting, finance, or compliance teams
Avalara is an AI-first Company:
AI is embedded in our workflows, decision-making, and products. Success here requires embracing AI as an essential capability.
You’ll bring experience using AI and AI-related technologies, ready to thrive here.
You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.
How We'll Take Care of You:
Total Rewards
In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
Health & Wellness
Benefits vary by location but generally include private medical, life, and disability insurance.
Inclusive culture and diversity
Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.
What You Need To Know About Avalara:
We’re defining the relationship between tax and tech.
We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world.
We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too.
We’re An Equal Opportunity Employer
Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.
