Sales Manager - New Business

Avalara • UNAVAILABLE, UNAVAILABLE

2d • Remote

About The Position

Avalara is seeking a Sales Manager to lead Sales Executives focused on acquiring new customers for its 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 Sales Manager reports to the Director of Sales and works remotely. The successful candidate develops people, leads confidently through change, coaches with empathy, and promotes a high-performance culture through clear expectations, visible leadership, and disciplined execution.

The role requires leading recruiting and coaching, fostering outbound prospecting and pipeline generation, overseeing deal progression, supporting strategic opportunities, and guiding the team toward revenue goals. The manager also leads through organizational, process, and product changes; uses data for performance insights and forecasting; and collaborates with Marketing, Product, Customer Success, and external partners. Avalara describes itself as an AI-first company and expects employees to use AI and related technologies in daily work, stay current on new practices, and share learnings.

The position is remote and offers a base pay range that varies by location: Colorado $141,000–$195,000; Washington $141,000–$215,000; California $141,000–$235,000; and New York City $169,000–$235,000 annually. The role is eligible for sales incentives. Avalara also describes paid time off, paid parental leave, and location-dependent benefits that generally include private medical, life, and disability insurance. The company supports diversity, equity, and inclusion and has eight employee-run resource groups.

Requirements

• At least 5 years of B2B SaaS sales experience, including at least 3 years in a frontline sales leadership role.
• A proven track record of recruiting, mentoring, and coaching 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 and modern sales engagement and analytics platforms.
• Experience using AI and AI-related technologies, and readiness to apply AI in day-to-day work.

Responsibilities

• Recruit, coach, and develop a diverse team of sales professionals, fostering 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 to achieve and exceed revenue goals.
• Lead the team through organizational, process, and product changes, creating clarity and confidence during transitions.
• Use data to track performance, improve decisions, and provide accurate forecasts.
• Collaborate with Marketing, Product, and Customer Success to align go-to-market efforts and deliver a strong customer experience.
• Apply AI and AI-related technologies to business challenges, improve efficiency, contribute solutions, and share learnings.

Benefits

• Paid time off.
• Paid parental leave.
• Eligibility for bonuses and sales incentives, subject to role and applicable plan terms.
• Private medical insurance, generally available depending on location.
• Life insurance, generally available depending on location.
• Disability insurance, generally available depending on location.
• Employee-run resource groups with senior leadership and executive sponsorship.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed