VP, Sales Development

Avalara

1d • Hybrid

About The Position

Avalara is entering its next phase of growth. As we evolve from a predominantly inbound-led motion to a more balanced inbound and outbound strategy, Sales Development sits at the center of pipeline creation and revenue acceleration. We are seeking a Vice President of Sales Development who can lead at global scale installing operational rigor, strengthening leadership discipline, and building a predictable, data-driven pipeline engine that fuels our go-to-market organization. This is a high-impact leadership role responsible for stabilizing and elevating a 200+ person global SDR organization while partnering closely with Marketing, Sales, and RevOps to drive measurable SQL performance. This position will require extensive time in our Durham, NC headquarters. Location preference is East Coast.

Requirements

• 15+ years in B2B revenue or sales leadership, including 7+ years leading large, distributed SDR or inside sales organizations.
• Demonstrated experience leading 150+ person global teams, including US and India.
• Proven track record installing operational discipline and performance rigor in complex environments.
• Deep understanding of SDR productivity math, ramp modeling, and pipeline forecasting.
• Experience building or scaling outbound engines.
• High emotional intelligence paired with high standards of accountability.
• Comfort navigating ambiguity while bringing clarity and structure.
• Operationally rigorous and data fluent.
• Calm under pressure and decisive in execution.
• Direct, clear, and transparent in communication.
• A leader who models ownership and urgency.
• A builder who respects fundamentals.
• Globally minded and culturally aware.
• You’ll bring experience using AI and AI-related technologies, ready to thrive here.
• You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
• You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

Responsibilities

• Establish clear inspection cadence, performance dashboards, and daily accountability rhythms across the SDR organization.
• Drive clarity in waterfall metrics (MQL → SAL → SQL → Revenue) with transparent reporting and productivity modeling.
• Implement structured bottom-quartile management and performance coaching frameworks.
• Ensure leaders at every level model discipline, presence, and accountability.
• Own global SQL production across all segments and geographies.
• Strengthen alignment with Marketing to ensure quality, conversion, and efficient demand capture.
• Build scalable outbound motions, including expanded capabilities in India.
• Operationalize territory-based SDR models with clear ownership and accountability.
• Build and maintain rigorous headcount and ramp models tied to SQL and revenue targets.
• Translate hiring plans into productivity assumptions grounded in data.
• Partner with Finance and RevOps to ensure pipeline forecasts reflect real performance drivers.
• Lead 4 Directors and multi-level SDR teams across US, UK, and India.
• Build second-line leadership strength, particularly in India.
• Develop early-career talent with clear progression pathways and coaching frameworks.
• Establish strong skip-level engagement and leadership visibility.
• Introduce scalable automation and AI-enabled prospecting where it enhances productivity.
• Ensure innovation builds on strong fundamentals, not at their expense.
• Optimize use of Salesforce, Outreach, Gong, and related sales technologies.

Benefits

• Total Rewards
• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
• Health & Wellness
• Benefits vary by location but generally include private medical, life, and disability insurance.
• Inclusive culture and diversity
• 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