Sales Development Performance Lead, Inbound

Avalara•Durham, NC

3d•Onsite

About The Position

As part of a new Center of Excellence, this role is a manager-level individual contributor within Avalara's global Sales Development organization. This is a practitioner role where the Performance Lead will make live calls observed by XDRs to build credibility. The role is structured regionally but connects globally, with dedicated Performance Leads for US, EMEA, and India, all operating under the same QA scorecard, certification framework, and charter. A weekly global sync ensures knowledge sharing and consistent coaching standards. This role separates manager accountability from rep capability development, with Performance Leads owning live modeling, skill transfer, certification execution, workflow discipline, AI/tool adoption, and readiness evidence to help reps create more Stage 1 opportunities. Success is measured by direct production and measurable skill transfer, including personal Stage 1 creation, supported rep Stage 1 improvement, certification progression, workflow/tool adoption, and coaching quality. The Performance Lead also acts as a field-level adoption owner for AI-enabled XDR execution, modeling AI tool use, coaching reps on AI-assisted tasks, identifying workflow friction, and surfacing automation opportunities. The role reports to the Global Sales Director.

Requirements

2+ years of XDR (SDR, ADR, or BDR) experience, including experience both as an SDR and ADR (Inbound and Outbound).
Quota accomplishment history.
Experience mentoring peers - formal or informal.
Working knowledge of the full XDR technology stack: Salesforce, Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Gong, and Glean.
Data fluency: ability to read a performance dashboard, identify a pattern, and translate it into a specific coaching action.
Sandler, Challenger or LAER objection handling proficiency.
Experience with Hyperbound or equivalent AI call coaching tools.
Cross-regional awareness: Exposure to how XDR motions work in markets outside your own - US, EMEA, or India.
Work on-site at the Center of Excellence (COE) to support hands-on training, collaboration, and culture-building programs.
Experience using AI and AI-related technologies.
Ability to apply AI every day to business challenges.
Curiosity about new AI trends and best practices, and willingness to share learnings.

Responsibilities

Guide regional team quota accomplishment, with a primary goal of 75-80%+ of XDRs in the region hitting quota. Monitor personal and team performance data daily, surface early warning signals, and translate data patterns into targeted coaching actions.
Own call quality through live coaching. Conduct weekly live side-by-sides during XDR call blocks, observing, coaching in real-time, and modeling correct behavior on the phone.
Carry and work a small personal quota of approximately 10-20% of the individual XDR's quota. Make calls alongside the XDR team, invite observation, and use own live calls as teaching moments.
Guide Hyperbound scoring and AI-assisted coaching. Assign targeted scenarios and track score progression quarter-over-quarter. Use Hyperbound and Gong data to identify skill gaps.
Represent the region in the weekly global Performance Lead sync. Contribute insights on regional successes, bring back best practices, and help maintain a single global standard of quality.
Contribute to new hire onboarding and ramp programs. Translate effective live call activity into structured onboarding content that accelerates new XDR time-to-productivity.