Sr. Director, Partner Marketing

Avalara

About The Position

Avalara is seeking a senior marketing leader to own the strategy, performance, and optimization of the partner channel as a core driver of revenue. This role is responsible for all partner-sourced marketing activity — including indirect referral campaigns, co-marketing with strategic alliances, and joint demand programs — with clear accountability to pipeline and bookings contribution. You will lead a team of Partner Marketers across programs, tiers, and geographies. Your mandate is to scale partner marketing as a high-performing GTM channel, with precision in execution, visibility into attribution, and strong alignment with our Alliances and Partner Sales teams. This is a strategic, performance-oriented leadership role that requires a deep understanding of partner marketing models, field execution, and revenue accountability. You will operate across GTM teams, ensuring partner campaigns are aligned, prioritized, and optimized to drive business outcomes at scale.

Requirements

15+ years of experience in B2B SaaS marketing, with a focus on partner, channel, or alliances marketing
Proven success driving pipeline and bookings through referral and co-marketing programs
Deep knowledge of partner segmentation, tiering, enablement, and attribution
Experience leading global teams and collaborating with Sales, Ops, and Revenue Marketing
Fluency with tools such as Salesforce, Marketo, 6sense, Power BI, and partner platforms (PRM, portal, or equivalent)
AI fluency to drive campaign efficiency, segmentation, and performance optimization
Ability to lead cross-functional alignment, reporting, and GTM collaboration at the executive level
Comfortable in a high-velocity, performance-driven marketing environment
Embracing AI as an essential capability
Experience using AI and AI-related technologies
Apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers
Grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too

Responsibilities

Own the global partner marketing strategy across referral, co-marketing, and joint demand programs
Align partner campaign planning to pipeline and bookings goals by partner type, tier, and segment
Collaborate with Revenue Marketing, Partner Sales, and Strategic Alliances to prioritize initiatives based on revenue opportunity
Lead the planning and execution of partner-sourced campaigns across regions and motions; collaborate with Revenue Marketing to fully integrate partner-as-a-channel into core revenue-driving campaigns
Standardize processes for co-marketing execution, partner content deployment, and performance tracking
Use AI and analytics to optimize targeting, messaging, and referral workflows across partner programs
Collaborate with Partner Managers, RevOps, and Sales to ensure partner marketing is fully embedded in GTM strategy, achieving targeted pipeline and bookings results
Partner with Revenue Marketing to integrate partner campaigns into broader demand plans
Represent Partner Marketing in executive planning, forecast reviews, and business updates
Lead and grow a high-performing Partner Marketing team across programs, tiers, and regions
Drive full-funnel accountability from inquiry to bookings, with clear ownership of Partner MQL pipeline performance and influence on DPR success
Optimize team workflows, campaign prioritization, and operational efficiency to improve channel ROI, enable accurate forecasting, and deliver predictable pipeline
Represent Partner Marketing in executive planning, GTM alignment, and performance reviews