Customer Account Manager - US

Avalara, Inc.; Pune District; On-site; INR 6,763,285 - 10,628,019; Full time

Benefits offered by this job

Bonuses

Private medical insurance

Life insurance

Disability insurance

Job summary

Avalara, Inc. is seeking a Customer Account Manager for Existing Business focusing on renewals and expansion of a US-based portfolio. You will own renewals, reduce churn, and lead tech-touch expansion while collaborating with cross-functional teams to deliver customer value.

Ideal candidates have 3+ years in SaaS renewals/account management, strong negotiation skills, and a data-driven approach using Salesforce or similar tools.

Qualifications

• SaaS renewals and account management experience with retention and expansion targets.
• Negotiation and objection handling with procurement and decision makers.
• Data-driven operating rhythm using CRM and sales tooling to prioritize and oversee at scale.
• Clear communication with prospects and stakeholders.
• Process discipline and structured sales cadence.
• Collaboration with Success, Support, Product, and Marketing.
• 3+ years with customer health scoring or tax compliance domain.

Responsibilities

• Own renewals & retention across the full renewal cycle to hit renewal rate, GRR, and churn targets.
• Identify risk early and run save plays to stabilize at-risk accounts.
• Drive upsell and cross-sell aligned to customer outcomes.
• Manage a portfolio at scale with tech-touch motions.
• Segment by health, potential, and risk; execute standard playbooks by segment.
• Deliver value through concise check-ins and periodic business reviews.
• Capture voice of the customer and partner with Product, Support, and Marketing on fixes.
• Collaborate with Customer Success, Solutions, and Marketing to ensure onboarding and scalable enablement.
• Maintain accurate CRM hygiene, forecasts, and activity logs.

Skills

SaaS renewals

Account management

Negotiation

CRM usage

Sales tooling

Communication

Collaboration

Customer health scoring

Tools

Salesforce

Job description

What You'll Do

Customer Account Manager (Existing Business - US)

Retain and grow a high-volume portfolio of customers. You'll own renewals, reduce churn, and lead efficient, tech-touch expansion.

Report to: Manager/Senior Manager, Existing Business Sales

What Your Responsibilities Will Be

What your responsibilities will be

• Own renewals & retentionOwn the full renewal cycle (forecasting, negotiation, order forms) to hit renewal rate, GRR, and churn targets.
• Proactively identify risk (low usage, support signals, billing issues) and run save plays to stabilize at-risk accounts.
• Drive efficient growthSurface and close upsell and cross-sell aligned to customer outcomes.
• Manage a portfolio at scaleOrchestrate tech-touch motions to keep customers engaged and realizing value.
• Prioritize with data: segment book by health, potential, and risk; execute standardized playbooks by segment.
• Deliver value and advocacyRun concise check-ins and periodic business reviews, and next best actions.
• Capture the voice of the customer and partner with Product, Support, and Marketing on fixes and campaigns.
• Operate as one teamCollaborate with Customer Success, Solutions, and Marketing to ensure smooth onboarding, issue resolution, and scalable enablement.
• Maintain accurate CRM hygiene, forecasts, and activity logs.

What You'll Need to be Successful

What success is

• Renewal rate/GRR at or above target; NRR growth across your book
• Reduced logo and revenue churn through early risk identification and save plays
• Improved product adoption and feature use in your segment
• Reliable forecast accuracy and, error-free renewals
• High customer satisfaction and reference ability

What you'll bring

• SaaS renewals and account management experience with experience hitting retention and expansion targets.
• Negotiation and objection handling skills with procurement and decision makers.
• Data-driven operating rhythm using CRM (e.g., Salesforce) and sales tooling to prioritize and oversee at scale.
• Clear Experience establishing communication and engagement with prospects.
• Process discipline with comfort.
• Collaboration with Success, Support, Product, and Marketing.
• 3+ years of experience with customer health scoring, strategy design, and/or the tax compliance domain.

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 & 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 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.