Manager, Account Development – Enterprise Segment

What You'll Do

Avalara is looking for a Manager, Account Development to lead a high-performing team of 10–12 Account Development Representatives (ADRs). You will be central to scaling Avalara's enterprise revenue engine, with a specific focus on developing opportunities within Fortune 2000 organizations and strategic ecosystems tied to SAP, Oracle, and Workday. You will guide strategic pipeline development across Avalara's global enterprise portfolio, align outbound motions with partner engagement, and help groom future sales talent.

Reporting to the Sr. Director, Account Development, and working out of the Durham office. you will architect scalable development processes, implement data-driven performance frameworks, and ensure agreement on Avalara's enterprise growth goals. Your leadership will directly influence ADR success, sales-qualified pipeline contribution, and Avalara's positioning within important partner-led ecosystems.

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What Your Responsibilities Will Be

• Enterprise Pipeline Leadership: Lead a team focused on outbound pipeline development in consideration of Avalara's Enterprise segment—including SAP, Oracle, and Workday accounts and partner integrations.
• Partner-Aligned GTM Strategy: Collaborate with Partner Marketing, Field Sales, and Channel teams to operationalize outbound sales motions tailored to ERP-integrated use cases.
• People Development & Enablement: Hire, onboard, and develop ADRs with an eye toward rapid upskilling and promotion readiness within 12–18 months.
• Strategic Execution: Operationalize an ABM-driven outbound strategy within the territory model to accelerate qualified engagement in the top enterprise tiers.
• Data-Driven Optimization: Monitor daily performance metrics, dashboards, and conversion rates using Salesforce, Outreach, Gong/ExecVision, and Chilipiper.
• Sales Process: Ensure usage of CRM and sales tools to lead funnel hygiene, qualification standards, and engagement accountability.
• Collaboration: Partner with Sales Ops, Enablement, and Marketing to build persona-driven outreach, target segmentation, and customized plays for enterprise ERP partners.
• Performance Culture: Foster an environment where creativity, recognition, and accountability results.
• Executive Reporting: Create weekly pipeline, conversion, and performance reports to Sales and Revenue leadership.

What You'll Need to be Successful

• 6+ years of Inside Sales / Business Development leadership, with direct experience managing ADR or SDR teams in a SaaS or enterprise technology environment.
• 3+ years in an engaged manager or second-line manager role, developing people leaders and driving pipeline growth at scale.
• Experience supporting partner-integrated go-to-market efforts, with SAP, Oracle, or Workday ecosystems.
• Experience in enterprise pipeline acceleration, within high-volume or high-velocity sales environments.
• Deep experience with , Outreach, Gong/ExecVision, and performance analytics tools.
• Fluency in ABM strategy, funnel conversion metrics, and outbound development methodologies.
• Experience collaborating with senior partners across Sales, Marketing, Alliances, and Revenue Operations.

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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.

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