Solutions Consultant

Avalara • UNAVAILABLE, UNAVAILABLE

12d

About The Position

The Seller-Aligned Solution Consultant partners with Sales Executives to increase average selling price and multi-product adoption of Avalara’s core compliance solutions: Exemption Certificate Management (ECM), Avalara Tax Research (ATR), AvaTax for Accounts Payable (AP), and Intelligent Content Management (ICM). The role embeds product awareness, discovery discipline, and solution positioning into seller workflows so viable opportunities are not prematurely disqualified and customers realize the full value of Avalara’s platform. It acts as a force multiplier for assigned sales teams by influencing deal strategy, improving attach rates, and accelerating seller proficiency across products.

This is a seller-aligned overlay role. Sales Executives retain ownership of pipeline, forecasting, and deal close. The consultant does not own quota or forecasting, replace the Sales Executive as primary deal owner, act as the technical feasibility authority, provide tax advice or consulting, or operate as a standalone territory seller.

Requirements

• Proven experience in sales, pre-sales, solution consulting, or a customer-facing commercial role.
• Strong working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows.
• Ability to conduct and influence discovery conversations and translate product capabilities into business value.
• Comfort operating in a fast-paced, matrixed sales environment with multiple stakeholders.
• Proficiency with Salesforce, Gong, Zoom, Slack, and standard sales productivity tools.
• Experience using AI and AI-related technologies, with willingness to apply AI to business challenges and stay current with trends and best practices.

Nice To Haves

• Prior experience selling or supporting ECM, ATR, AP, ICM, or related compliance solutions.
• Experience as a top-performing overlay consultant.
• Background working in or selling to tax, accounting, finance, or compliance teams.

Responsibilities

• Partner with aligned sales teams to drive multi-product adoption of ECM, ATR, AP, and ICM across new and existing customers.
• Engage early in sales cycles, from discovery through close, to identify attach opportunities and prevent under-scoping customer needs.
• Influence deal strategy, solution packaging, and positioning to increase average selling price and product penetration.
• Serve as a secondary voice in customer conversations to enhance credibility, discovery depth, and engagement.
• Enable 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 with Sales Executives when appropriate.
• Collaborate with Functional Solution Consultants, Product Solution Engineers, Product, and Marketing to align execution with product strategy.
• Provide structured product-level insights and trends to leadership for QBRs, GTM planning, and executive reviews.
• Represent field and customer perspectives by surfacing feedback that informs messaging, enablement, and product improvement.

Benefits

• Compensation package
• 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

What This Job Offers

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