Sales Manager - E-commerce
About The Position
Avalara is seeking an inspiring Sales Manager to lead Sales Executives focused on acquiring new customers for its Avalara Agentic Tax and Compliance solutions. The role involves building, mentoring, and empowering a diverse sales team while helping shape the go-to-market strategy. The manager is expected to develop talent, coach with empathy, lead visibly, and create a high-performing team culture grounded in clarity, support, and accountability. The Sales Manager reports to the Senior Director of Sales and works remotely. The role includes leading outbound prospecting and pipeline development, guiding deal progression and revenue performance, managing organizational and product changes, and collaborating with resellers, ISVs, technology partners, Marketing, Product, and Customer Success. It also requires using data and sales platforms to inform decisions and provide accurate forecasts. Avalara describes itself as an AI-first company. The successful candidate will bring experience using AI-related technologies, apply AI to business challenges, and stay curious about developments and best practices while sharing learnings with others.
Requirements
- At least 5 years of B2B SaaS sales experience, including at least 3 years in a frontline sales leadership role.
- Proven ability to recruit, mentor, and coach a diverse team of sales professionals to achieve and exceed quota.
- A coaching-first leadership mindset focused on developing people, deal strategy, and removing operational obstacles.
- Demonstrated success in outbound prospecting discipline, territory planning, and multi-channel pipeline generation.
- Experience in a partner-centric or channel co-selling model and comfort collaborating with external partners and alliances.
- Strong change management skills and adaptability in fast-paced, high-growth SaaS environments.
- Proficiency with Salesforce or a similar CRM, as well as modern sales engagement and analytics platforms.
- Experience using AI and AI-related technologies and readiness to apply AI to business challenges.
Nice To Haves
- Experience in e-commerce.
Responsibilities
- Recruit, coach, and develop a diverse team of sales professionals, creating a supportive and empowering environment.
- Build a culture of disciplined outbound prospecting and healthy pipeline generation across inbound, outbound, and partner-sourced opportunities.
- Oversee deal progression, support strategic opportunities, and guide the team toward achieving and exceeding revenue goals.
- Lead the team through organizational, process, and product changes, providing clarity and confidence during transitions.
- Collaborate with resellers, ISVs, and technology partners to co-sell, source opportunities, and maximize joint revenue.
- Use data to track performance, improve decision-making, and provide accurate forecasts.
- Work with Marketing, Product, and Customer Success to align go-to-market efforts and deliver a strong customer experience.
- Apply AI to business challenges to improve efficiency, contribute solutions, and drive results.
Benefits
- Paid time off.
- Paid parental leave.
- Bonuses for many eligible employees.
- Private medical insurance, depending on location.
- Life insurance, depending on location.
- Disability insurance, depending on location.
- Employee-run resource groups with senior leadership and executive sponsorship.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
