AI-Driven SDR Performance Lead & Enablement

Avalara, Inc.; Greater London; On-site; GBP 70,000 - 95,000; Full time

Job summary

Avalara, Inc. is seeking a Sales Development Performance Lead to own the quality, enablement, and coaching infrastructure for the regional XDR teams across US, EMEA, and India.

You will balance a small personal quota with governance duties to ensure sustainable attainment and strong coaching culture. You will lead structured call listening, certification administration, and AI-assisted coaching, while maintaining alignment with the global QA scorecard and regional playbooks.

Qualifications

• 2+ years of XDR (SDR, ADR, or BDR) experience, including experience both as an SDR and ADR (Inbound and Outbound).
• Proven quota attainment history across regions.
• Experience coaching or mentoring peers to improve team performance.
• Strong working knowledge of the full XDR tech stack: Salesforce, Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Gong, and Glean.
• Data fluency: read dashboards, identify patterns, translate to coaching actions.
• Certification eligibility: pass XDR certifications at Strong thresholds.
• Experience with Hyperbound or similar AI call coaching tools (preferred).
• Cross-regional awareness of XDR motions US/EMEA/India.
• Experience building enablement content (talk tracks, playbooks, onboarding curricula).

Responsibilities

• Drive regional team quota attainment with a KPI of 75–80%+ of XDRs in the region hitting quota.
• Own call quality through active listening and live coaching; review Gong calls and score against QA scorecard.
• Carry a small personal quota of 10–20% of the XDRs’ quota; participate in live calls for teaching moments.
• Administer and score XDR certifications across regional population; use results to build development plans.
• Drive Hyperbound scoring and AI-assisted coaching to identify skill gaps.
• Maintain and evolve regional playbooks on Highspot with up-to-date materials.
• Represent region in weekly global sync; share insights and best practices.
• Contribute to new hire onboarding and ramp programs; translate live activity into content.
• Partner with regional Managers on at‑risk XDR identification; use data to inform decisions.

Skills

XDR experience

Coaching & mentoring

Data fluency

Communication

Tools

Gong

Highspot

Salesforce

Outreach

Glean

6sense

LinkedIn Sales Navigator

Job description

Avalara, Inc. is seeking a Sales Development Performance Lead to own the quality, enablement, and coaching infrastructure for the regional XDR teams across US, EMEA, and India.

You will balance a small personal quota with governance duties to ensure sustainable attainment and strong coaching culture. You will lead structured call listening, certification administration, and AI-assisted coaching, while maintaining alignment with the global QA scorecard and regional playbooks.