Lead, AI GTM Operations – Sales Development

Avalara•UNAVAILABLE, UNAVAILABLE

4d•Remote

About The Position

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.

Requirements

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.
Experience using AI and AI-related technologies.
Apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
Stay curious about new trends and best practices, and by sharing what you learn so others can benefit too.

Responsibilities

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.