Account Development Representative

Avalara; Durham (NC); On-site; USD 45,000 - 65,000; Full time

Benefits offered by this job

Paid time off

Paid parental leave

Bonuses

Medical, life, disability insurance

Job summary

Avalara is seeking Account Development Representatives (ADRs) in Durham, NC. This role is essential for building sales pipelines through outbound prospecting and engaging with prospects. Ideal candidates will have 1-3 years of sales or similar experience, demonstrating resilience and a willingness to learn. The position offers an onsite work environment with a culture promoting growth and innovation. Benefits include competitive compensation, paid time off, and eligibility for bonuses, contributing to a supportive and inclusive workplace.

Qualifications

• 1-3 years of professional experience in sales or similar high-accountability roles.
• A desire to build a long-term career in sales.
• Ability to handle rejection and improve skills through effort.

Responsibilities

• Prospect new accounts and create business opportunities.
• Initiate conversations with prospective customers.
• Qualify opportunities and handle objections.

Skills

Sales experience

Communication skills

Outbound prospecting

AI familiarity

Job description

What You'll Do

Avalara is hiring Account Development Representatives (ADRs) to help increase growth by creating conversations with prospective customers, building interest in our products, and generating new pipeline opportunities for our sales team through outbound prospecting.

This is more than an entry‑level sales role. It is a starting point for individuals who want to build sales skills, perform in a high‑expectation environment, and grow their careers over time.

At Avalara, we believe in promoting from within. If you want to learn sales fundamentals, put in the work, respond to coaching, and grow your career, then the ADR role is for you.

• This is an onsite role based in Durham, North Carolina
• Five days per week in office (8:00 - 5:00 ET)
• You must live within 35 miles of the office at: 512 S Mangum St, Durham, NC 27701
• You will report to a Sales Manager
• This role is not eligible for sponsorship

What Your Responsibilities Will Be

• As an ADR, you will build the top of our sales funnel. You will prospect into target accounts, open doors with new partners, create momentum with prospects, and turn outreach into business opportunities.
• Every day you will initiate conversations with prospective customers, create interest in Avalara solutions, and create new pipeline through outbound outreach.
• You will qualify opportunities, handle objections, and schedule meetings for the sales team.
• Research accounts, identify buying signals, and build an understanding of Avalara's products, customers, and market.
• Partner with Account Executives and sales leadership on account strategy, persona targeting, and pipeline creation.
• You will use sales engagement, CRM, AI, and other tools to manage outreach, maintain operating discipline, and support webinars, events, and other demand generation plans when relevant.
• Achieve monthly performance goals tied to activity quality, meetings, pipeline creation, and continuous improvement through feedback.

What You’ll Need To Be Successful

• You have 1-3 years of professional experience, in sales, recruiting, or other high‑accountability, metric‑driven environments.
• You want to build a long‑term career in sales and creating opportunities from scratch.
• Every day you will put in the effort, handle rejections, and improve your skills.
• You get energized by learning, growth, opportunity, and the challenge of outbound prospecting.

Avalara is an AI‑first Company

• 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

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

Benefits vary by location but generally include private medical, life, and disability insurance.

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.