Sales Operations Manager (IC)

Overview:

Avalara is seeking a Sales Operations Manager to lead the strategy, design, and execution of lead routing, distribution, and CRM workflows.

This is an individual contributor role responsible for driving outcomes across routing systems and processes, while coordinating work across Sales Operations, Business Systems, and Marketing Operations.

This role owns routing performance end-to-end, ensuring leads are assigned accurately, quickly, and at scale, while driving automation, standardization, and continuous improvement across the go-to-market funnel. Using AI where it meaningfully improves the work is a core expectation for this role, driving enhanced outcomes, efficiency, quality, and scale across all operational processes.

The ideal candidate brings deep, hands-on expertise in routing technologies such as LeanData, Distribution Engine, and Chili Piper, with the ability to design, troubleshoot, and scale complex routing logic across multiple teams, while actively applying AI tools to optimize these workflows.

This is not a coordination-only role; it requires strong technical proficiency, an AI-forward mindset, and the ability to translate business needs into effective system configurations and automation.

Key Responsibilities:

Strategic Partnership & Lead Routing Ownership

• Own the design and governance of lead routing and distribution across all go-to-market teams

• Define and enforce routing SLAs, capacity models, and assignment logic

• Ensure alignment between routing strategy and evolving GTM priorities (Sales, SDR, Partner, Marketing)

• Act as the escalation point for complex routing issues and systemic gaps

Execution & Cross-Functional Leadership

• Drive execution of routing solutions across LeanData, Distribution Engine, Chili Piper, and Salesforce

• Coordinate work across internal admins, developers, and operations partners to deliver scalable solutions

• Translate business requirements into technical designs and ensure high-quality implementation

• Establish QA and testing standards for routing changes and enhancements

CRM Systems & Data Governance

• Oversee Salesforce workflows supporting lead management and routing

• Define and maintain data quality standards, including deduplication, enrichment, and validation

• Partner with Marketing Ops and Business Operations to ensure lifecycle alignment (MQL → SQL)

Process Optimization, Automation & AI Application

• Identify inefficiencies and eliminate manual routing workarounds

• Design and implement scalable automation across the routing and CRM ecosystem

• Identify opportunities where AI can improve daily work, incorporating AI-driven improvements to optimize lead routing, distribution processes, and tool configurations

• Standardize processes to support consistency, maintainability, and growth

Analytics & Performance Management

• Define and track key routing performance metrics (SLA adherence, response times, routing accuracy, lead leakage)

• Identify bottlenecks and drive improvements that increase speed-to-lead and conversion

• Provide actionable insights to Sales and Marketing leadership to inform resourcing and GTM decisions

Qualifications :

• 5+ years in Sales Operations, Marketing Operations, or Revenue Operations in a high-growth, scalable environment

• Proven experience owning and scaling lead routing and distribution processes

• Deep, hands-on expertise with LeanData, Distribution Engine, and Chili Piper (required)

• Strong understanding of lead lifecycle, pipeline management, and GTM operations

• Experience leading cross-functional initiatives without direct authority

• Ability to translate business needs into scalable system and process solutions

• Analytical mindset with a focus on driving measurable outcomes

• Strong communication skills with the ability to influence across stakeholders

• Demonstrated experience applying AI in previous work, specifically using AI to improve operational outcomes, efficiency, or quality in routing/distribution processes or systems (Candidates will be assessed on how they apply AI through real examples and outputs)

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.

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. 

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.