Avalara - Manager - Sales Development - US Market

Job Summary:

- As the Customer Development Manager, you will play a pivotal role in driving the success of our sales development team by leading, managing, and supporting a group of 8-10 Customer Development Managers (SDRs) focused on existing accounts. The ideal candidate will bring a wealth of sales development management experience and a keen understanding of effective processes.

Job Duties:

- Recruit, train, develop and lead a diverse team of Customer Development Managers (ADRs for existing accounts) responsible for creating opportunities by working leads and mining accounts.

- Motivate individuals and teams to exceed objectives through coaching, weekly one-on-ones, daily metric tracking, creative strategies, and incentives.

- Help create a fun, high-energy environment where people love coming to work

- Oversee and monitor the effective use of business productivity tools like Salesforce.com, Outreach, Gong etc.

- Work closely with Rev ops and other stakeholders to refine processes, talk tracks and update training documentation.

- Ensure positive and collaborative working relationships with both the Marketing and Sales organizations to maximize SDR impact

- Communicate a clear vision, plan and associated goals for success to your management and direct reports aligned to company mission and goals.

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

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

- 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.

- GrowthDrive 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.

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

- Satisfaction 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:

- Minimum of 10 years experience in sales development with 3 years in a leadership role.

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

- 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

- Demonstrated success as a sales, professional services or account management leader selling in North America

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

- Solid communication, listening and writing skills

- Able to resolve user questions through a combination of independent study, investigative programming, and collaborative efforts

- 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.

- Organized and reliable: able to work independently with little direction when necessary. Self-starter with natural curiosity and technical agility

- Excellent understanding of business accounting practices related to sales and use tax a plus. Good understanding of information systems implementation and support practices.

- Knowledge of / experience in cloud-based software in one or more of the following roles: account management, software consulting, renewals management, TAM (technical account management)

- 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. 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.