Director of AI-Driven GTM Analytics & Forecasting

Avalara, Inc.; United States; Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Bonus program

Excellent benefits

Job summary

Avalara seeks a strategic Director of Analytics, GTM Operations, to partner with the CRO, Finance, and GTM leaders to drive revenue growth.

You will transform GTM data into actionable insights, build predictive models, and mature analytics frameworks that scale globally, embedding AI into GTM processes for smarter revenue execution.

This role defines how the business measures performance and enables proactive decision-making in an AI-first environment.

Qualifications

• 10–15+ years of experience in Sales Analytics, Data Science, or BI in a high-growth SaaS environment.
• Proven experience applying AI/ML techniques to forecasting, customer analytics, or GTM optimization.
• Strong proficiency in analytics and data tools (SQL, Python/R, BI tools).
• Experience with ML frameworks and AI-enabled platforms for predictive modeling.
• Familiarity with modern data stack architectures (data warehouses, ETL, feature stores).
• Strong understanding of SaaS metrics (ARR, NRR, CAC, LTV, pipeline coverage).
• Experience building and scaling analytics teams and embedding AI into processes.
• Exceptional ability to translate complex data and AI outputs into executive insights.

Responsibilities

• Own forecasting backbone with models for bookings, renewals, churn, and expansion.
• Improve forecasting precision via automation and retraining.
• Lead end‑to‑end funnel analytics from pipeline to closed-won and retention.
• Develop scalable frameworks to measure pipeline health and AI-driven signals.
• Analyze sales cycle dynamics and win/loss drivers with advanced analytics.
• Partner with Sales, Marketing, and CS to translate insights into GTM plays.
• Establish definitions and governance for funnel metrics and real-time insights.

Skills

Sales Analytics

AI/ML Applications

SQL

Python/R

BI Tools (Tableau/Looker/Power BI)

Forecasting

Data Visualization

Leadership

Tools

Tableau

Looker

Power BI

Python

R

Forecasting libraries

AI platforms

Job description

What You'll Do

Avalara is seeking a business-savvy, action-oriented strategic leader to join the Global Analytics and Insights team as Director of Analytics, GTM Operations.

The Director of Analytics, GTM Operations is a strategic and highly analytical leader who partners with the CRO, Finance, and broader GTM leadership to drive sales efficiency, pipeline growth, and forecasting accuracy.

This role serves as the analytical engine of GTM Operations, responsible for transforming complex GTM data into actionable insights, predictive models, and scalable analytics frameworks that enable predictable, efficient revenue growth. You will lead a global analytics function that defines how the business measures performance, forecasts outcomes, and leverages AI to unlock new growth opportunities.

Aligned with Avalara’s increasing focus on AI-powered decisioning, automation, and intelligent workflows, this role will play a critical part in embedding advanced analytics and AI into core GTM processes, driving smarter, faster, and more scalable revenue execution.

#LI-Remote

What Your Responsibilities Will Be

Sales Analytics, Forecasting & AI-Driven Insights

• Own the analytical backbone of forecasting, developing models to predict bookings, renewals, churn, and expansion across segments and geographies.

• Continuously improve forecasting precision through automation, model retraining, and the incorporation of external and behavioral data signals.

• Lead end-to-end funnel analytics, from pipeline creation through closed-won deals and retention, using predictive modeling to identify conversion drivers and leakage risks.

• Develop scalable frameworks to measure pipeline health, velocity, and quality, enriched with AI-driven scoring (e.g., deal likelihood, pipeline risk, next-best-action signals).

• Analyze sales cycle dynamics, deal progression patterns, and win/loss drivers using advanced analytics and pattern recognition techniques.

• Partner with Sales, Marketing, and Customer Success to translate insights into GTM plays, prioritization models, and workflow automation.

• Establish standardized definitions and governance for funnel metrics while enabling intelligent, real-time insights delivery.

GTM Performance Insights, BI & Self-Service Analytics

• Define and evolve the global KPI framework for sales performance, integrating predictive and prescriptive metrics alongside traditional reporting.

• Build and maintain executive-ready dashboards and AI-augmented analytics environments that provide visibility into funnel conversion and velocity, pipeline and bookings health, sales productivity and efficiency

• Enable a culture of self-service analytics and data democratization, empowering GTM teams with intuitive, insight-rich tools.

• Analyze quota attainment and productivity trends, incorporating recommendations for resource optimization and coverage adjustments.

What You’ll Need To Be Successful

What You Bring

• 10–15+ years of experience in Sales Analytics, Data Science, or Business Intelligence in a high-growth SaaS environment

• Proven experience applying AI/ML techniques to business problems, particularly in forecasting, customer analytics, or GTM optimization

• Strong proficiency in analytics and data tools (e.g., SQL, Python/R, BI tools such as Tableau, Looker, or Power BI)

• Experience with machine learning frameworks and AI-enabled platforms (e.g., forecasting libraries, predictive modeling tools, generative AI applications)

• Familiarity with modern data stack architectures (data warehouses, ETL pipelines, feature stores)

• Strong understanding of SaaS metrics (ARR, NRR, CAC, LTV, pipeline coverage, etc.)

• Experience building and scaling analytics teams and embedding AI into business processes

• Exceptional ability to translate complex data and AI outputs into clear, actionable insights for executive audiences

Why This Role Matters

This role defines how the business understands and drives revenue in an increasingly AI-driven world. By combining advanced analytics with AI, you will enable smarter forecasting, sharper execution, and more proactive decision-making across the GTM organization.

At Avalara, where automation and intelligent systems are core to our product and go-to-market strategy, this role is critical to bringing that same AI-first mindset internally—powering the next generation of revenue operations and growth.

Compensation

The compensation range for this role is as follows: $153,300 - $306,300. The successful candidate's actual salary/wage may be based on various factors, such as geographic location, candidate experience and qualifications, as well as market and business considerations.

This role is eligible for an annual bonus based on individual and company performance, depending on the terms of the applicable plan and the employee's role. This role is also eligible for an equity award, subject to the terms of the applicable plan.

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.