Senior Director, Outbound Sales Development

Avalara • Durham, NC

110d • Hybrid

About The Position

Avalara is entering its next phase of growth. As we evolve from a predominantly inbound-led motion to a more balanced inbound and outbound strategy, Sales Development sits at the center of pipeline creation and revenue acceleration. We are seeking a Senior Director of Outbound Sales Development who can lead at scale installing operational rigor, strengthening leadership discipline, and building a predictable, data-driven pipeline engine that fuels our go-to-market organization. This is a high-impact leadership role responsible for stabilizing and elevating a 20+ person global SDR organization while partnering closely with Marketing, Sales, and RevOps to drive measurable SQL performance. Reporting to the VP of Sales Development, you will lead the North America Outbound Sales Development organization, providing strategic direction, leadership, coaching and mentoring. Using your leadership skills, you will inspire this group of frontline Sales Development Representatives and lead the way for the development of future talent in an exciting, innovative, and growing SaaS company! This position will be located in, or require extensive time in our Durham, NC headquarters. Location preference is East Coast. Avalara is an AI-first Company. AI is embedded in our workflows, decision-making, and products. Success here requires embracing AI as an essential capability. You’ll bring experience using AI and AI-related technologies, ready to thrive here. You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers. You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

Requirements

• Bachelor's degree in business management or a related field, or equivalent experience.
• 10+ years in B2B revenue or sales leadership, including 5+ years leading large, distributed SDR or inside sales organizations.
• A minimum of 3 years+ proven experience leading through people leaders in sales management for telephone-based sales, business development or SDR teams preferably in SaaS or technology sales.
• Proven skill set of identifying great talent and scaling a successful geographical dispersed business development organization.
• A strategic thinker with the ability to adapt and deliver consistent growth during times of business transformation.
• Proven track record installing operational discipline and performance rigor in complex environments.
• Deep understanding of SDR productivity math, ramp modeling, and pipeline forecasting.
• Experience building or scaling outbound engines.
• High emotional intelligence paired with high standards of accountability.
• Comfort navigating ambiguity while bringing clarity and structure.
• Experience using AI and AI-related technologies.

Responsibilities

• Execute on the demand generation plans to support the company's strategic growth goals
• Contribute to and support the evolution of the business development function incorporating AI technologies into the sales development workflows
• Understand the changing needs of the business and ensure the development of new talent is aligned to support these needs
• Lead the North America Outbound teams and have dotted line responsibility for the Outbound India teams to ensure global best practices and SOPs are followed and enforced, orchestrate alignment across this function with revenue and growth marketing
• Leverage data to derive trends, inform next practices and improve overall process and execution across teams
• Motivate teams and XDR’s to exceed objectives through coaching, weekly one on ones, daily metric tracking and creative incentives
• Help create a fun, high energy environment where people love coming to work
• Oversee and monitor the effective use of Salesforce and other CRM tools
• Work closely with executive and senior leadership teams to refine process, talk tracks and update training documentation
• Ensure positive and collaborative working relationships with both the marketing and sales organizations to maximize the sales representatives' impact
• Compile daily and weekly reports for quality assurance

Benefits

• Total Rewards
• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
• Health & Wellness
• Benefits vary by location but generally include private medical, life, and disability insurance.
• Inclusive culture and diversity
• 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: Senior