Director, Partner Marketing

Avalara, Inc.; United States; On-site; USD 153,000 - 306,000; Full time

Benefits offered by this job

Annual bonus

Equity award

Job summary

Avalara, Inc. is seeking a senior marketing leader to own the partner marketing motion, driving engagement, enablement, and pipeline.

You will shape persona-based messaging, align with Alliances, Partner Sales, Revenue Marketing, and Product Marketing, and build scalable programs using data and AI to activate partners and grow revenue. The role requires deep B2B SaaS marketing experience, leadership, and the ability to operate in a fast-paced environment.

Qualifications

• 12–15 years of experience in B2B SaaS marketing, with focus on partner, channel, or GTM strategy.
• Proven success building partner-facing campaigns that drive engagement, enablement, and pipeline.
• Strong expertise in persona-based messaging, solution positioning, and GTM storytelling.

Responsibilities

• Own the strategy for how Avalara markets to partners, including segmentation, persona definition, and messaging frameworks.
• Define and prioritize partner-facing campaigns aligned to pipeline goals, partner tiers, and revenue opportunity.
• Lead execution of partner-facing campaigns across channels (email, webinars, partner portals, field, and digital).
• Define how partner-facing channels are used to drive engagement, activation, and pipeline contribution.
• Lead and grow a high-performing Partner Marketing team focused on partner activation and pipeline contribution.

Skills

Partner marketing strategy

Persona-based messaging

Cross-functional collaboration

AI fluency

Leadership

B2B SaaS marketing

Tools

Salesforce

Marketo

6sense

Power BI

Job description

What You’ll Do

Avalara is seeking a strong marketing leader to own the strategy, performance, and optimization of our to-partner marketing motion — driving engagement, enablement, and pipeline through direct partner-facing messaging and campaigns. This role plays a critical part in scaling how Avalara communicates with and activates its critical partner ecosystem. You will define how we engage partners through persona-based, solution-oriented messaging that enables them to sell, co-market, and generate demand effectively. Partner Marketing sits at the intersection of Marketing, Sales, and Partnerships. In this role, you will partner closely with Alliances, Partner Sales, Revenue Marketing, and Product Marketing to ensure that partner communications, campaigns, and programs are aligned to business priorities and revenue opportunity. This is a highly strategic role focused on turning partner engagement into pipeline. You will use data, AI, and GTM insights to build scalable programs that drive partner activation, improve conversion, and increase partner-sourced revenue.

What Your Responsibilities Will Be

Partner GTM Strategy & Messaging

• Own the strategy for how Avalara markets to partners, including segmentation, persona definition, and messaging frameworks
• Develop solution-oriented messaging that enables partners to understand, position, and sell Avalara offerings
• Partner with Product Marketing and Alliances to ensure messaging reflects product value, partner needs, and market opportunity

Campaign Strategy (To Partner Motion)

• Define and prioritize partner-facing campaigns aligned to pipeline goals, partner tiers, and revenue opportunity
• Build programs that activate partners through education, enablement, and co-selling readiness
• Ensure campaigns are tailored to partner personas (e.g., ISVs, SIs, resellers) and aligned to their GTM models

Campaign Execution

• Lead execution of partner-facing campaigns across channels (email, webinars, partner portals, field, and digital)
• Balance net-new partner programs with optimization of in-market motions to improve engagement and conversion
• Ensure consistent, high-quality partner communications that are timely, relevant, and actionable

Channel Strategy & Execution

• Define how partner-facing channels are used to drive engagement, activation, and pipeline contribution
• Collaborate with Ops and channel teams to ensure partner communications, lead flow, and campaign assets are delivered effectively
• Continuously refine partner engagement strategy based on performance signals, partner feedback, and conversion metrics

Team Leadership & Partner Channel Performance

• Lead and grow a high-performing Partner Marketing team focused on partner activation and pipeline contribution
• Drive funnel accountability across direct and indirect partner performance as it pertains to partner engagement metrics
• Optimize team workflows, campaign prioritization, and operational efficiency to improve ROI and scalability

Cross-Functional Alignment & Visibility

• Partner with Alliances, Partner Sales, Revenue Marketing, and Product Marketing to align strategy, execution, and forecasting
• Serve as the marketing counterpart to partner leadership, ensuring clarity on priorities, messaging, and pipeline targets

What You’ll Need To Be Successful

• 12–15 years of experience in B2B SaaS marketing, with a focus on partner, channel, or GTM strategy
• Proven success building partner-facing campaigns that drive engagement, enablement, and pipeline
• Strong expertise in persona-based messaging, solution positioning, and GTM storytelling
• Experience working across Alliances, Partner Sales, Revenue Marketing, and Product Marketing
• Familiarity with tools such as Salesforce, Marketo, 6sense, Power BI, and partner engagement platforms
• AI fluency to scale content creation, personalization, and campaign optimization
• Strong leadership presence and ability to influence cross-functional stakeholders
• Comfortable operating in a fast-paced, matrixed environment with shared accountability

Pay Range Details

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. The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations. Colorado $153,300 - $252,900 [annually]
Washington $169,400 - $279,600 [annually]
California $153,300 - $306,300 [annually]
NYC $169,400 - $306,300 [annually]

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.