Avalara - Manager - Sales/Account Management - US Market - SaaS

Manager Sales / Account Management (US / SaaS)

Job Summary:

We are looking for a Sales Leader, with 12 to 15 years of International Sales experience, preferably from technology background, of which at least 3 years must be managing quota carrying teams. In this role you will lead a team of 5-10 Account Managers and enable them to exceed the defined sales goals across the North Americas territory.

An Ideal candidate would be a thought leader currently managing successful sales / account management teams of reasonable size. Candidate must have strong sales management and process acumen. Candidates must demonstrate strong leadership skills, providing their teams with clear goals and employing professional management practices, mentoring and motivational techniques to guide them to consistent success.

Job Duties:

- Drive and achieve growth through team members within existing customer base aligned to compliance changes and customer needs. Recommending new add-on solutions and services.

- Executing on upgrade sales to existing Avalara customers; Manages sales cycles ranging from 30 days to 1 year, negotiates complex contracts.

- Recruit, train, develop and lead a diverse team of Customer Account Managers, who will be responsible for an yearly quota of upgrade and cross-sell.

- Help the Account Managers create qualified opportunities, maintain a healthy pipeline and assist in negotiation and closure of deals.

- Manage a structured rhythm of business inclusive of planning, tracking, forecasting, opportunity management and professional sales practices and processes.

- Communicate a clear vision, plan and associated goals to leadership and direct reports aligned to company mission and goals.

- Assume accountability for growth, satisfaction and retention of Avalara customers and manage to exceed annual, quarterly and monthly metrics set by executive leadership and the board of directors.

- Ensure employee satisfaction and reduce employee churn measured through Gallup process

- Ensure team executes a proactive customer management strategy to build relationships to support retention for existing Avalara accounts. Identifies at risk renewals and collaborates with internal teams to secure them.

- Acts as an escalation point for accounts and works across departments to solve; document problem description(s) with detail and record action steps taken in salesforce.com; proactively works to build highly satisfied and referenceable customers.

Qualifications:

- 12 to 15 years of quota carrying & deal closing experience in International sales / account management, preferably from technology background, with 3+ years of people managing experience. Demonstrated success as a sales, professional services or account management leader selling in North America

- Managing North America region is highly desirable. Must currently be handling a team of inside sales / account managers.

- Strong leadership skills emphasizing hands-on coaching and mentoring techniques. Proven success setting clear goals for teams and guiding team members to success through demonstration, motivation, and positive reinforcement.

- Successful track record in reaching or exceeding goals in customer retention and expansion sales

- Experience maintaining outstanding external customer relationships, including experience guiding dissatisfied customers to mutually satisfactory solutions.

- Solid communication, listening and writing skills

- Able to work effectively with people of varied technical and finance backgrounds at entry through C level positions in both customer service and sales scenarios.

- Experience using CRM systems (e.g. salesforce.com) to effectively track and manage account management activities including cases and opportunities

About Avalara:

- Were building cloud-based tax compliance solutions to handle every transaction in the world. Imagine every transaction you make every tank of gas, cup of coffee, or pair of sneakers, every movie ticket, meal kit, or streamed song, every sensor-to-sensor ping. Nearly every time you make a purchase, physical or digital, theres an accompanying unique and nuanced tax compliance calculation. The logic behind calculating taxes the rules, rates, and boundaries is a global, layered, three-dimensional mess of complexity, with compliance dictated by governments and applied by every business, every day.

- Avalara works with businesses of all sizes, all over the world from corner stores to gigantic global retailers to calculate tax accurately and automatically, at speeds measured in milliseconds. Thats a massive technical challenge, in terms of scale, reliability, and complexity, and we do it better than anyone. Thats why were growing fast. Headquartered in Seattle, Avalara has offices across the U.S. and around the world, in Brazil, Canada, India, U.K, Belgium and across Europe.

Equal Opportunities: Avalara is an Equal Opportunity Employer. All qualified candidates will receive consideration for employment without regard to race, colour, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law.