Sr. Director, Value Creation Insights

Avalara•UNAVAILABLE, UNAVAILABLE

About The Position

The Sr. Director, Value Creation Insights leads the analytics and insights function responsible for translating Avalara's commercial data into decisions that drive revenue growth, improve go-to-market efficiency, and advance the company's strategic priorities. This role sits at the intersection of analytics, operations, and strategy, owning a team of analysts, thought leaders, and analytics engineers who collectively serve as the quantitative backbone of Avalara. The team is approximately 30 people, blending onshore and offshore talent across multiple time zones, and the Sr. Director is expected to lead a globally distributed organization with the same rigor, cadence, and quality bar as a fully onshore team. This is a highly cross-functional leadership role. The Sr. Director operates as a trusted advisor to senior executives across Sales, Marketing, Finance, Accounting, and Revenue Operations, and is expected to independently identify opportunities, build consensus across stakeholders, and drive analytical initiatives from inception through to adoption.

Requirements

10+ years of experience in analytics, data science, or data engineering, with at least 4 years in a people management role
Deep expertise in Snowflake, SQL, dbt, and modern data stack tooling; experience with Omni, Power BI, Hex, or similar BI/semantic-layer platforms
Hands-on experience with LLM-powered / conversational analytics tools and building AI agents or automated workflows on top of a governed data model (vs. one-off prompting); able to distinguish genuine analytical leverage from AI novelty
Experience building and managing distributed teams that blend onshore and offshore talent across time zones, with a track record of sustaining quality, security, and stakeholder trust at that scale
Strong command of statistical modeling, predictive analytics, and machine learning concepts applied to commercial use cases
Proven ability to work with and influence senior stakeholders across multiple functions
Experience owning complex, multi-stakeholder analytical initiatives from problem framing through to business adoption
Exceptional communication skills with strong ability to translate technical output into executive-ready narratives
SaaS business model fluency, including ARR, GRR, NRR, bookings, revenue recognition, and GTM funnel mechanics
Experience with Salesforce data, marketing automation platforms, and CRM analytics a strong plus

Responsibilities

Own the design and maintenance of Avalara's revenue forecasting models, including providing feedback on policy and revenue recognition
Lead development and governance of the demand generation reporting platform, which will serve as the company's primary source of truth for funnel performance including opportunity stage tracking, TOFU metrics, and marketing pipeline KPIs
Partner with FP&A on forecast methodology, variance analysis, and reconciliation
Drive identification and resolution of forecast discrepancies, including being the driver of discovery and remediation of any assumption misses
Lead the design and ongoing evolution of Avalara's prospect and customer scoring ecosystem, including product fit scores (A–D grade), propensity-to-buy models, ICP scoring, and customer health metrics
Own the alignment process across GTM stakeholders to define model success metrics, validate predictive performance, and ensure score adoption by Marketing, Sales Development, and Sales
Drive operationalization of scoring tools by ensuring models are not only built but actively embedded into sales workflows, SDR outreach, prospect targeting, and account prioritization
Oversee the team's analytics engineering function, including Fivetran-based ingestion, dbt model development, Snowflake schema design, and data pipeline quality for commercial datasets
Own the integration and governance of third-party data sources including ZoomInfo, Cognism, D&B, and Clay
Manage Snowflake data access, permissions, and ingestion pipelines for commercial data domains (Salesforce, Gong, Google Ads, AvaTax, Marketo, and more)
Partner with the Data Platform Engineering team on infrastructure decisions, the migration off legacy Hex / Power BI reporting onto Omni Analytics, and capacity planning
Own governance of core metric definitions and calculation logic (e.g., funnel stages, scoring inputs, forecast components) that feed into company-wide KPIs, ensuring consistency between this team's models and the definitions maintained centrally by GAI
Own and drive the AI roadmap for the team's analytical domains (forecasting, scoring, GTM/commercial analytics), defining where LLM-powered insight generation, conversational analytics, and agentic workflows create real business leverage
Lead the team's transition from traditional dashboard-based BI (Hex, Power BI) to Omni Analytics as the semantic layer and conversational analytics interface, including model/metric layer design so that natural-language querying returns governed, trustworthy answers
Design and ship AI agents embedded directly into GTM, Finance, and Sales workflows (e.g., automated deal/account insights, forecast variance flags, scoring explainability) rather than standalone reporting, with clear ownership of accuracy, guardrails, and adoption
Evaluate build-vs-buy tradeoffs for AI/LLM tooling, balancing speed, cost, data security, and long-term flexibility, and bring recommendations to the VP with a clear point of view
Serve as the analytics partner to senior leadership across Revenue Operations, Marketing, Sales, and Finance, translating complex analytical outputs into clear, actionable narratives
Drive cross-functional alignment on key company metrics including OKR definitions, MBO criteria, and performance measurement frameworks
Present analytical findings, forecast updates, and strategic recommendations directly to VP and C-suite stakeholders
Build and maintain a formal operating model with FP&A that ensures a single source of analytical truth reaches executive leadership
Lead and develop a team of roughly 30, including direct reports at the analyst to principal analyst level plus analytics engineers, across prospect analytics, value creation, marketing analytics, financial insights, and AI-enabled analytics, spanning onshore and offshore locations
Build and manage a globally distributed team model, including offshore hiring, onboarding, and time-zone-aware working norms that keep quality, security, and stakeholder responsiveness consistent regardless of location
Own performance management, goal setting, and career development for team members
Establish team prioritization processes, sprint cadences, and stakeholder intake workflows
Set technical and analytical standards for the team, including coding practices, modeling methodology, documentation, and reproducibility
Identify and drive high-priority analytical initiatives proactively by not simply responding to requests, but surfacing opportunities where data can create business value and taking ownership of moving those opportunities to action
Lead complex, organization-wide data transitions and knowledge transfers while protecting business partner continuity
Represent the team's AI-enabled analytics work in company-wide AI and automation forums, and bring back emerging tooling, patterns, and risks relevant to the team's roadmap