Solutions Consultant

Avalara • Durham, NC

4h • Remote

About The Position

The Seller-Aligned Solution Consultant partners with Sales Executives to increase the average selling price (ASP) and multi-product adoption of Avalara's core compliance solutions, including Exemption Certificate Management (ECM), Avalara Tax Research (ATR), and AvaTax for Accounts Payable (AP). This role embeds product awareness, discovery discipline, and solution positioning into daily seller motions to ensure viable opportunities are not qualified out prematurely and that customers realize the full value of Avalara's platform. The Solution Consultant acts as a force multiplier for assigned sales teams by influencing deal shape, improving attach rates, and accelerating seller proficiency across multiple products. This is a seller-aligned overlay role, with Sales Executives retaining ownership of pipeline, forecasting, and deal close. The role reports to the Senior Manager, Sales and Solutions Consulting.

Requirements

• Experience with sales, pre-sales, solution consulting, or a customer-facing commercial role.
• Working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows.
• Ability to conduct and discovery conversations and translate product capabilities into value.
• Comfort operating with multiple partners.
• Prior experience selling or supporting ECM, ATR, AP, or related compliance solutions.
• 4+ years of experience as a top-performing Sales Executive or overlay consultant.
• Experience using AI and AI-related technologies.
• Ability to apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
• Curiosity about new AI trends and best practices, and willingness to share learnings.

Responsibilities

• Partner with aligned sales teams to lead multi-product adoption of ECM, ATR, and AP across all customers.
• Engage early in sales cycles—discovery through close—to identify attach opportunities and prevent under-scoping of customer needs.
• Influence deal strategy, solution packaging, and positioning to increase ASP and product reach.
• Act as a secondary voice in customer conversations to enhance credibility, discovery depth, and engagement.
• Help sellers through live deal support, team sessions, coaching, and reinforcement of product talk tracks and use cases.
• Identify patterns in seller execution, deal quality, and product positioning and address gaps through targeted enablement.
• Participate in outbound and opportunity-generation activities in partnership with Sales Executives.
• Collaborate with Functional Solution Consultants, Product Solution Engineers, Product, and Marketing to align execution with product strategy.
• Provide structured product-level insights to leadership to support QBRs, GTM planning, and executive reviews.
• Represent the voice of the field and customer by surfacing feedback that informs messaging, enablement, and product improvement.

Benefits

• Great compensation package
• Paid time off
• Paid parental leave
• Bonuses
• Private medical insurance
• Life insurance
• Disability insurance

What This Job Offers

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