Sales Development Performance Lead, Outbound

Avalara•UNAVAILABLE, UNAVAILABLE

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 focused on live modeling, skill transfer, certification execution, workflow discipline, AI/tool adoption, and readiness evidence to help Sales Development Representatives (XDRs) create more Stage 1 opportunities. The Performance Lead measures success through direct production and measurable skill transfer, including personal Stage 1 creation, supported rep Stage 1 improvement, certification progression, workflow/tool adoption, and the quality of live coaching execution. This role also serves as a field-level adoption owner for AI-enabled XDR execution, modeling AI tool use, coaching reps on AI-assisted preparation and follow-up, 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.
Embracing AI as an essential capability and experience using AI and AI-related technologies.
Applying AI every day to business challenges.

Nice To Haves

You have done this job at a high level and can demonstrate it.
You know what it takes to hit and you have done it repeatedly. You have had success that you can draw upon to teach and coach others.
You have made the people around you measurably better and can describe how.
You use these tools fluently.
You can teach them because you practice them.
Comfort using AI scoring and scenario tools to identify and close skill gaps.

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 before they become pipeline problems, 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 your 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 the skill gaps that separate high performers from developing ones in your region. These gaps include opening, discovery, objection handling, and closing.
Represent your region in the weekly global Performance Lead sync. Contribute insights on what is working in your region, bring back best practices from other regions, and help maintain a single global standard of quality across US, EMEA, and India XDR teams.
Contribute to new hire onboarding and ramp programs. The Performance Lead is the voice of the floor in enablement design - translating what works in live call activity into structured onboarding content that accelerates new XDR time-to-productivity.