Senior Director of Outbound SDR Excellence

Avalara, Inc.; Durham (NC); On-site; USD 246,000 - 491,000; Full time

Benefits offered by this job

Bonuses

Equity award

Paid time off

Paid parental leave

Job summary

Avalara is seeking a Senior Director of Outbound Sales Development to lead a 40+ person global SDR organization from the Durham, NC office. This high-impact role partners with Marketing, Sales, and RevOps to build a data-driven pipeline and elevate SQL performance.

Reporting to the VP of Sales Development, you will drive strategic direction, coaching, and talent development, ensuring rigorous processes and effective use of Salesforce.

Qualifications

• 10+ years in B2B revenue or sales leadership, incl. 5+ years leading large, distributed SDR or inside sales organizations.
• 3+ years leading through people leaders in sales management for telephone-based sales, business development or SDR teams.
• Proven track record installing operational discipline and performance rigor in complex environments.
• Deep understanding of SDR productivity math, ramp modeling, and pipeline forecasting.
• Experience building or scaling outbound engines.
• High emotional intelligence with strong accountability.
• Comfort navigating ambiguity while bringing clarity and structure.

Responsibilities

• Execute demand generation plans to support growth goals.
• Contribute to evolution of business development and integrate AI into workflows.
• Develop talent aligned to evolving business needs.
• Lead North America Outbound teams and coordinate with Outbound India for global SOPs.
• Leverage data to derive trends and improve processes across teams.
• Motivate XDRs to exceed objectives through coaching and metrics.
• Oversee Salesforce and other CRM usage.
• Collaborate with leadership to refine processes and training.
• Maintain strong cross-functional relationships with Marketing and Sales.
• Compile daily and weekly QA reports.

Skills

Sales leadership

SDR management

Forecasting

Data-driven

Coaching

Strategic thinking

Education

Bachelor's degree in business management

Tools

Salesforce

Job description

Avalara is seeking a Senior Director of Outbound Sales Development to lead a 40+ person global SDR organization from the Durham, NC office. This high-impact role partners with Marketing, Sales, and RevOps to build a data-driven pipeline and elevate SQL performance.

Reporting to the VP of Sales Development, you will drive strategic direction, coaching, and talent development, ensuring rigorous processes and effective use of Salesforce.