Director, Partner Marketing

Avalara

19h•Remote

About The Position

Avalara is seeking a strong marketing leader to own the strategy, performance, and optimization of their to-partner marketing motion, driving engagement, enablement, and pipeline through direct partner-facing messaging and campaigns. This role is critical in scaling how Avalara communicates with and activates its partner ecosystem, defining engagement through persona-based, solution-oriented messaging that enables partners to sell, co-market, and generate demand effectively. Partner Marketing intersects with Marketing, Sales, and Partnerships, requiring close collaboration with Alliances, Partner Sales, Revenue Marketing, and Product Marketing to align partner communications, campaigns, and programs with business priorities and revenue opportunities. This highly strategic role focuses on converting partner engagement into pipeline, utilizing data, AI, and GTM insights to build scalable programs that drive partner activation, improve conversion, and increase partner-sourced revenue.

Requirements

12–15 years of experience in B2B SaaS marketing, with a focus on partner, channel, or GTM strategy
Proven success building partner-facing campaigns that drive engagement, enablement, and pipeline
Strong expertise in persona-based messaging, solution positioning, and GTM storytelling
Experience working across Alliances, Partner Sales, Revenue Marketing, and Product Marketing
Familiarity with tools such as Salesforce, Marketo, 6sense, Power BI, and partner engagement platforms
AI fluency to scale content creation, personalization, and campaign optimization
Strong leadership presence and ability to influence cross-functional stakeholders
Comfortable operating in a fast-paced, matrixed environment with shared accountability

Responsibilities

Own the strategy for how Avalara markets to partners, including segmentation, persona definition, and messaging frameworks
Develop solution-oriented messaging that enables partners to understand, position, and sell Avalara offerings
Partner with Product Marketing and Alliances to ensure messaging reflects product value, partner needs, and market opportunity
Define and prioritize partner-facing campaigns aligned to pipeline goals, partner tiers, and revenue opportunity
Build programs that activate partners through education, enablement, and co-selling readiness
Ensure campaigns are tailored to partner personas (e.g., ISVs, SIs, resellers) and aligned to their GTM models
Lead execution of partner-facing campaigns across channels (email, webinars, partner portals, field, and digital)
Balance net-new partner programs with optimization of in-market motions to improve engagement and conversion
Ensure consistent, high-quality partner communications that are timely, relevant, and actionable
Define how partner-facing channels are used to drive engagement, activation, and pipeline contribution
Collaborate with Ops and channel teams to ensure partner communications, lead flow, and campaign assets are delivered effectively
Continuously refine partner engagement strategy based on performance signals, partner feedback, and conversion metrics
Lead and grow a high-performing Partner Marketing team focused on partner activation and pipeline contribution
Drive funnel accountability across direct and indirect partner performance as it pertains to partner engagement metrics
Optimize team workflows, campaign prioritization, and operational efficiency to improve ROI and scalability
Partner with Alliances, Partner Sales, Revenue Marketing, and Product Marketing to align strategy, execution, and forecasting
Serve as the marketing counterpart to partner leadership, ensuring clarity on priorities, messaging, and pipeline targets