Vice President, Existing Business Sales

Avalara

54d • Remote

About The Position

Avalara is hiring a Vice President, Existing Business Sales to lead one of our most powerful revenue engines — an ~$1B renewal and expansion business that directly shapes Avalara’s growth trajectory. You’ll lead a global team of 259 professionals across the U.S. and Pune, 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.

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

• 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.
• 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.
• 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.
• 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.
• 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