Director, Accounting Channel Sales

Avalara, Inc.; Northern (KY); Hybrid; USD 150,000 - 230,000; Full time

Benefits offered by this job

Bonuses

Private medical insurance

Paid time off

Job summary

Avalara, Inc. is seeking a Director, Accounting Channel Sales to lead a high-performing team driving revenue growth across the accounting firm channel. You will set strategy, coach leaders, and expand adoption of AvaTax and related solutions through strategic partnerships.

The role requires senior sales leadership with a proven track record in channel sales and alliance management, plus the ability to operate with cross-functional teams and travel up to 50%.

Qualifications

• Bachelor’s degree or equivalent experience.
• 8+ years in B2B sales, channel sales, or business development with accounting firms or professional services.
• 5+ years in people leadership with measurable revenue results.
• Proven track record leading high-performing sales teams and revenue growth.
• Experience owning targets, pipeline, forecasting, and sales execution.
• Experience building or scaling channel/partner sales motions.

Responsibilities

• Lead, coach, and develop a team of Accounting Channel Sales professionals.
• Own the team’s revenue goals and grow annual recurring revenue across the channel.
• Establish operating rhythms: 1:1s, pipeline reviews, forecasting, planning.
• Build scalable coverage across top accounting firms with clear ownership.
• Recruit, develop, and retain sales talent and future leaders.
• Coach executives on relationship development and strategic account planning.
• Create joint business plans with strategic firms and expand partnerships.
• Drive adoption of Avalara solutions across the portfolio.
• Use data to improve pipeline, forecast accuracy, and seller performance.
• Collaborate cross-functionally to remove growth barriers.

Skills

B2B sales

channel sales

accounting firms

revenue growth

leadership

forecasting

partner management

strategic account planning

Education

Bachelor’s degree or equivalent experience

Job description

What You’ll Do

Partners are central to Avalara’s growth, and accounting firms are a key part of that ecosystem. We are seeking a Director, Accounting Channel Sales to lead and develop a high-performing team responsible for growing revenue across Avalara’s accounting firm channel.

This leader will set the team’s strategy and priorities, strengthen sales execution, develop talent, and drive predictable annual recurring revenue growth across existing and new accounting firm partnerships. You will establish clear operating rhythms, account coverage, pipeline discipline, and performance expectations while coaching the team to build deeper executive relationships and expand adoption across Avalara’s portfolio.

You will partner closely with Sales, Product, Partner Marketing, Customer Success, Tax, and Enablement to grow adoption of AvaTax, Managed Returns for Accountants, property tax, 1099, licensing, and other Accelerator solutions.

Location & Travel: We are open to location for this role. Approximately 50% travel is expected to meet with strategic accounting firm partners, support key opportunities, and attend industry and partner events.

#LI-Remote

What Your Responsibilities Will Be

• Lead, coach, and develop a team of Accounting Channel Sales professionals, creating a culture of accountability, collaboration, and high performance.
• Own the team’s revenue goals and execute the strategy required to grow annual recurring revenue across the accounting channel.
• Establish clear operating rhythms including one-on-ones, pipeline reviews, forecasting, account planning, deal inspection, and performance coaching.
• Build a scalable coverage strategy across the top accounting firms, ensuring clear account ownership, segmentation, prioritization, and resource allocation.
• Recruit, develop, and retain strong sales talent while building future leaders and addressing performance gaps.
• Coach the team on executive relationship development, strategic account planning, negotiation, complex deals, and multi-product expansion.
• Build joint business plans with strategic accounting firms that define revenue goals, client adoption strategies, and expansion opportunities.
• Expand existing relationships and develop new strategic accounting firm partnerships.
• Drive adoption across AvaTax, Managed Returns for Accountants, and Accelerator solutions including property tax, 1099, and licensing.
• Use data to improve pipeline quality, conversion, forecast accuracy, partner coverage, and seller performance.
• Partner cross-functionally to improve the accounting firm experience, remove barriers to growth, and ensure the team has the tools and support needed to succeed.

What You’ll Need to be Successful

• Bachelor’s degree or equivalent experience.
• 8+ years of experience in B2B sales, channel sales, partner sales, or business development, including experience working with accounting firms or professional services organizations.
• 5+ years of people leadership experience, including hiring, coaching, developing, and managing sales professionals against measurable revenue goals.
• Proven track record leading high-performing sales teams and driving consistent revenue growth.
• Experience owning revenue targets, pipeline performance, forecasting, and sales execution.
• Experience building or scaling channel or partner sales motions, including account segmentation, coverage strategy, and joint business planning.
• Strong understanding of sales productivity, pipeline management, forecasting, and performance management.
• Experience building executive relationships and navigating complex strategic partner organizations.
• Experience with SaaS, tax technology, accounting technology, fintech, compliance software, or related solutions.
• Strong cross-functional leadership skills and the ability to bring clarity, structure, and accountability to a growing organization.

AI Bar Raiser Expectations

Avalara is an AI‑first company. Every leader is expected to raise the bar on how AI is applied to improve execution, productivity, decision-making, and measurable business outcomes.

The Director, Accounting Channel Sales will lead AI adoption across the team, using AI to improve partner segmentation, account planning, pipeline inspection, forecasting, deal risk identification, seller coaching, and identification of expansion opportunities. This leader will build repeatable AI‑enabled workflows, establish expectations for team adoption, and measure impact across productivity, pipeline quality, partner coverage, and revenue growth.

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.