Manager, Account Development – Enterprise Segment

Avalara • Durham, NC

14h • Onsite

About The Position

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. #LI-Onsite #LI-Durham

Requirements

• 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 Salesforce.com, 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.

Responsibilities

• 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.

Benefits

• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
• Benefits vary by location but generally include private medical, life, and disability insurance.
• 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 This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees