Lead Routing & AI-Driven Ops Manager

Avalara, Inc.

United States

On-site

USD 120,000 - 180,000

Full time

14 days+

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Job summary

Avalara, Inc. is seeking a Sales Operations Manager to lead the strategy, design, and execution of lead routing, distribution, and CRM workflows.

This role is an individual contributor shaping routing performance end-to-end across GTM teams to ensure fast, accurate, and scalable lead handling. You will leverage LeanData, Distribution Engine, Chili Piper, and Salesforce to optimize processes and drive AI-enabled improvements.

Qualifications

5+ years in Sales Operations or Revenue Operations in a high-growth environment.
Proven experience owning and scaling lead routing and distribution processes.
Hands-on expertise with LeanData, Distribution Engine, and Chili Piper (required).
Strong understanding of lead lifecycle, pipeline management, and GTM operations.
Experience leading cross-functional initiatives without direct authority.
Ability to translate business needs into scalable system and process solutions.
Analytical mindset with a focus on measurable outcomes.
Strong communication skills with influence across stakeholders.
Demonstrated ability applying AI to improve routing/distribution outcomes.

Responsibilities

Own the design and governance of lead routing and distribution across go-to-market teams.
Define and enforce routing SLAs, capacity models, and assignment logic.
Ensure alignment between routing strategy and GTM priorities (Sales, SDR, Partner, Marketing).
Act as escalation point for complex routing issues and gaps.
Drive execution of routing solutions across LeanData, Distribution Engine, Chili Piper, and Salesforce.
Coordinate work across admins, developers, and operations partners for scalable solutions.
Translate business requirements into technical designs with high-quality implementation.
Establish QA and testing standards for routing changes and enhancements.
Oversee Salesforce workflows supporting lead management and routing.
Define and maintain data quality standards including deduplication, enrichment, and validation.
Partner with Marketing Ops and Business Ops for lifecycle alignment (MQL-SQL).
Identify inefficiencies and eliminate manual routing workarounds.
Design and implement scalable automation across routing and CRM ecosystem.
Identify opportunities where AI can improve workflows and tool configurations.
Standardize processes for consistency, maintainability, and growth.
Define and track routing performance metrics (SLA adherence, response times, routing accuracy, lead leakage).
Identify bottlenecks and drive improvements to speed-to-lead and conversion.
Provide actionable insights to Sales/Marketing leadership for resourcing decisions.