Director, Accounting Channel Sales — AI-Driven Growth (Remote)

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

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%.