Senior Sales Manager, New Business

Avalara • UNAVAILABLE, UNAVAILABLE

9h • Remote

About The Position

Avalara is seeking a Senior Sales Manager to lead Sales Executives focused on acquiring new customers for Avalara Agentic Tax and Compliance solutions. The role is remote and reports to the Director of Sales. The manager will build, mentor, and empower a diverse team while helping shape go-to-market strategy in a partner-centric sales environment that also emphasizes disciplined prospecting and pipeline creation. Success calls for empathetic, clear, and accountable leadership, as well as confidence navigating organizational, process, and product changes.

The position partners with resellers, ISVs, technology partners, Marketing, Product, and Customer Success to create opportunities and deliver a strong customer experience. The role uses data to monitor performance, guide decisions, and produce accurate forecasts. Avalara describes itself as an AI-first company and expects employees to use AI-related technologies in their work, keep learning about AI, and share useful knowledge with colleagues.

The position offers a base-pay range that varies by location: Colorado, $153,000–$214,000 annually; Washington, $153,000–$237,000; California, $153,000–$260,000; and NYC, $169,000–$260,000. Actual pay may depend on location, experience, qualifications, and other business considerations. The role is also eligible for sales incentives under the applicable plan. Avalara states that its rewards include paid time off and paid parental leave; many employees may also be eligible for bonuses. Benefits vary by location and generally include private medical, life, and disability insurance. The company supports diversity, equity, and inclusion and has eight employee-run resource groups with senior leadership and executive sponsorship.

Requirements

• At least 5 years of B2B SaaS sales experience, including at least 3 years in a frontline sales leadership role.
• A track record of recruiting, mentoring, and coaching a diverse team of sales professionals to achieve and exceed quota.
• A coaching-first leadership approach focused on developing people, shaping deal strategy, and removing operational obstacles.
• Demonstrated success driving 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 willingness to apply AI in daily work and stay current with trends and best practices.

Nice To Haves

• Experience in emerging, commercial, or mid-market sales segments is preferred.

Responsibilities

• Recruit, coach, and develop a diverse team of sales professionals, fostering a supportive and empowering environment.
• Promote disciplined outbound prospecting and healthy pipeline creation 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.
• Coordinate 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 learning about AI.

Benefits

• Paid time off
• Paid parental leave
• Bonuses may be available to many employees
• Private medical insurance (benefits vary by location)
• Life insurance (benefits vary by location)
• Disability insurance (benefits vary by location)
• Eight employee-run resource groups with senior leadership and executive sponsorship

What This Job Offers

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