Account Development Representative (U.S. Sales)

Avalara; Pune District; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Avalara in Pune is seeking an Account Development Representative to drive outbound prospecting for US-based mid-market and enterprise customers, reporting to Sales Manager.

You will qualify prospects, craft personalized outbound outreach, and collaborate with AEs and Marketing to refine ICP and messaging, while tracking pipeline and conversions.

Ideal candidate has 2+ years US outbound SDR/BDR experience, SaaS background, and knowledge of MEDDIC/BANT; willingness to work onsite in Pune.

Qualifications

• Minimum 2 years of US outbound SDR/BDR experience.
• Experience in a tech/SaaS product company is a strong advantage.
• History of achieving or exceeding outbound quotas.
• Strong understanding of US business etiquette and buyer expectations.
• Hands-on with prospecting tools (LinkedIn Sales Navigator, Apollo, Clay, Aircall, HubSpot/SFDC). Nice to Have
• Experience selling into verticals like HRTech, MarTech, DevTools, Cybersecurity, or B2B SaaS.
• Familiarity with MEDDIC/BANT qualification.

Responsibilities

• Drive top-of-funnel outbound prospecting for US-based mid-market and enterprise customers.
• Qualify prospects through discovery conversations.
• Craft highly personalized outbound outreach using industry insights.
• Collaborate closely with AEs and Marketing to refine ICP and messaging.
• Track pipeline activity, follow-ups, meetings booked, and conversions.

Skills

US outbound SDR/BDR experience

Tech/SaaS product experience

Quota attainment

US business etiquette

B2B SaaS familiarity

MEDDIC/BANT familiarity

Tools

LinkedIn Sales Navigator

Apollo

Clay

Aircall

HubSpot

Salesforce / SFDC

Job description

What You’ll Do

Want to kick off an exciting career with a growing cloud technology business? Avalara is looking for highly energetic, customer-centric, driven professionals to join our Sales Development organization as an Account Development Representative (ADR) supporting our North American Market. Experience supporting and clients from the North American Region is mandatory.

Using your natural sales instincts, you will gain experience interacting with clients and prospects of all levels in different industries and across North America.

You are eager to grow through a clearly defined learning and earning path. Avalara offers an environment where you will be provided the tools, resources, and leadership to sell business solutions and take your career to the next level.

This role is based in Pune and reports to the Sales Manager.

What Your Responsibilities Will Be

Responsibilities

• Drive top-of-funnel outbound prospecting for US-based mid-market and enterprise customers.
• Qualify prospects through discovery conversations.
• Craft highly personalized outbound outreach using industry insights.
• Collaborate closely with AEs and Marketing to refine ICP and messaging.
• Track pipeline activity, follow-ups, meetings booked, and conversions.

What You’ll Need to be Successful

• Minimum 2 years of US outbound SDR/BDR experience.
• Experience in a tech/SaaS product company is a strong advantage.
• History of achieving or exceeding outbound quotas.
• Strong understanding of US business etiquette and buyer expectations.
• Hands-on with prospecting tools (LinkedIn Sales Navigator, Apollo, Clay, Aircall, HubSpot/SFDC). Nice to Have
• Experience selling into verticals like HRTech, MarTech, DevTools, Cybersecurity, or B2B SaaS.
• Familiarity with MEDDIC/BANT qualification.

#LI-Onsite

Avalara is an AI-first Company

AI is embedded in our workflows, decision‑making, and products. Success here requires embracing AI as an essential capability.

• 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.

How We'll Take Care of You

Total Rewards

In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.

Health & WellnessBenefits vary by location but generally include private medical, life, and disability insurance.

Inclusive culture and diversitsyAvalara 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 You Need To Know About Avalara

We’re defining the relationship between tax and tech.

We’ve already built an industry‑leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world.

We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too.

We’re An Equal Opportunity Employer

Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.