Vice President, Existing Business Sales

Avalara • Durham, NC

7d • Hybrid

About The Position

Avalara is hiring a Vice President, Existing Business Sales to lead one of our most powerful revenue engines — a ~$1B+ renewal and expansion business across 3 customer segments that directly shape Avalara's growth trajectory. You'll lead a global team of 259 professionals across the U.S. and India, elevate renewal discipline, and turn customer partnerships into long-term value. If you thrive in high-scale SaaS environments and love driving clarity, performance, and predictable results, this is a rare opportunity to have outsized impact.
The ideal candidate will be located on the east coast with the ability to travel to and work out of the Durham, NC office regularly.
#LI-Hybrid

Requirements

• 15+ years of SaaS revenue leadership with deep renewal or existing customer experience.
• Proven success leading large global teams (100+), ideally across U.S. and India.
• Track record of improving forecast accuracy, renewal predictability, and ARR performance.
• Strong analytical and operational skills; able to connect insights to actions.
• Experience modernizing renewal processes, tools, and forecasting systems.
• Excellent cross-functional collaboration with CX, RevOps, Finance, and Product.
• Clear communicator and strong coach with a balanced customer-first and commercial mindset.

Responsibilities

• Retention & Expansion Leadership
• Lead renewal and account management teams in achieving best-in-class GRR, NRR, and ARR performance.
• Ensure early, disciplined renewal cycles with transparent pricing and strong customer value delivery.
• Drive thoughtful, customer-aligned expansion motions across segments.
• Forecasting & Operational Excellence
• Build a consistent operating rhythm that enhances renewal visibility and forecast accuracy.
• Strengthen data hygiene, risk identification, and capacity planning in partnership with RevOps and Finance.
• Simplify workflows to increase customer-facing time and remove friction from renewal processes.
• Global Leadership
• Lead and coach teams across the U.S. and Pune, fostering clarity, accountability, and performance.
• Develop leaders at all levels and build a culture grounded in Avalara's values.
• Cross-Functional Partnership
• Work closely with Customer Operations (Support, CX, TAM, FinOps) to ensure seamless renewal readiness.
• Partner with Product and Marketing to support expansion motions and customer adoption.
• Influence upstream pricing, product, and customer experience decisions.
• Executive Communication
• Deliver data-driven insights on renewal health, churn drivers, expansion trends, and forecast performance.
• Ensure renewal and expansion results meet or exceed AOP targets.

Benefits

• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
• Benefits vary by location but generally include private medical, life, and disability insurance.
• Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees