Lead, AI GTM Operations – Sales Development

• You will lead the buildout of a new AI operating function within Sales Development, bringing the latest AI development directly into our go-to-market engine

• You will join Avalara's mission to automate global tax compliance by helping our Sales Development organization move to a blended model where humans and AI agents work together.

• Create AI-driven workflows and digital agents that support the full pipeline lifecycle: pipeline creation, pipeline protection, pipeline recycling, and reporting automation.

• Partner with Sales Development leadership, RevOps, Marketing Ops, Enablement, AI/engineering teams, and managers to translate messy revenue workflows into scalable processes.

• Lead the operating rhythm, performance inspection, QA standards, and continuous improvement of AI-supported Sales Development motion

This role reports into the Senior Director, Strategic Initiatives and work remotely in North Carolina.

#LI-Remote-North Carolina

• You will build and manage the operating model for AI-supported Sales Development workflows, defining which are human-owned, AI-owned, or hybrid.

• Create AI agents, running recurring performance reviews and inspecting their output, accuracy, quality, and influence.

• Establish escalation rules for when AI agents should hand work to human SDRs, managers, RevOps, or Sales.

• Implement AI governance and quality assurance standards to prevent false personalization, incorrect routing, or confusing buyer experiences.

• Route recycled records and define re-entry rules in partnership with RevOps and Sales Development leaders.

• Automate weekly roll-up reporting for leadership and create drafts of readouts, identifying trends, pacing gaps, and coaching opportunities.

• You will have at least 6 years experience with management or operational leadership experience in Sales Development, Revenue Operations, Sales Operations, Marketing Operations, or GTM strategy.

• Experience with AI tools, workflow automation, prompt design, or agent-based systems, balanced with a focus on measurable revenue impact.

• Experience with Sales Development motions, funnel management, lead routing, sequencing, and pipeline conversion.

• Experience working with CRM and sales engagement systems such as Salesforce, Outreach, ZoomInfo, or similar tools.

• A commercially-minded approach with the ability to manage performance through data and inspection.

• Partnership experience in executive reporting and workflow documentation.

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.