Senior Manager, Revenue Operations

Avalara, Inc.; Northern (KY); Hybrid; USD 150,000 - 190,000; Full time

Benefits offered by this job

Bonuses

Private medical insurance

Paid time off

Paid parental leave

Job summary

Avalara, Inc. is seeking an experienced Senior Manager, Revenue Operations to lead CRM optimization, Q2C process improvements, and system enhancements. This role partners with the Revenue Strategy team to enable data-driven decision-making and scalable operations across global teams.

The ideal candidate combines deep Salesforce expertise with a proven track record in SaaS revenue processes and cross-functional leadership, delivering measurable efficiency gains and better forecasting insights.

Qualifications

• 5+ years in Revenue Operations, Sales Operations, or Business Systems with leadership experience.
• Deep Salesforce expertise including CPQ and ERP/billing integrations.
• Proven success in system enhancements and process improvements.
• Strong understanding of Q2C processes and SaaS revenue models.
• Excellent communication and collaboration across Sales, Finance, IT, and Marketing.
• Experience leading cross-functional initiatives without direct KPI ownership.

Responsibilities

• Own the vision and roadmap for the CRM and supporting tools (Salesforce/CPQ) to drive efficiency and scalability.
• Partner with IT, Sales, and Finance to design, prioritize, and deliver system enhancements and integrations.
• Improve CRM architecture, governance, and user adoption across global teams.
• Collaborate with Revenue Strategy and Analytics to ensure forecasting and insights support.
• Evaluate end-to-end Q2C lifecycle and optimize pricing, quoting, and orders workflows.
• Lead automation initiatives to reduce manual effort and improve data flow between systems.
• Support integrations and architecture for seamless GTM, Finance, and Customer Success handoffs.
• Drive change management and enablement programs for new tools and processes.

Skills

Salesforce expertise

CRM optimization

Cross-functional leadership

Data-driven decision making

Process improvement

Strategic thinking

Tools

Salesforce CPQ

ERP/billing integrations

Jira

Confluence

Job description

What You'll Do

Avalara is seeking an experienced and strategic Senior Manager, Revenue Operations to lead initiatives focused on CRM optimization, Quote-to-Cash (Q2C) process improvement, and system enhancement projects. This leader will partner closely with the Revenue Strategy organization to execute cross-functional projects and enable data-driven decision-making — without direct ownership of pipeline management or revenue KPIs. The ideal candidate combines deep Salesforce expertise, strong understanding of Q2C processes, and proven success delivering scalable operational improvements in SaaS environments.

#LI-Remote

What Your Responsibilities Will Be

CRM & Systems Optimization

• Own the vision and roadmap for the CRM and supporting tools (primarily Salesforce and CPQ) to drive process efficiency, automation, and scalability.
• Partner with IT, Sales, and Finance to design, prioritize, and deliver system enhancements and integrations aligned with go-to-market strategies.
• Improve CRM architecture, governance, and user experience to ensure high data quality and adoption across global teams.
• Collaborate with Revenue Strategy and Analytics to ensure systems support accurate forecasting, segmentation, and performance insights.

Quote-to-Cash (Q2C) Process Enablement

• Evaluate and optimize the end-to-end Q2C lifecycle — lead management, quoting, contracting, billing, and renewals — to enhance speed, accuracy, and visibility.
• Partner with Finance, Legal, and Product Operations to ensure alignment of pricing, packaging, and order management workflows.
• Lead process improvement and automation initiatives to reduce manual effort and improve data flow between Salesforce, CPQ, billing, and ERP systems.
• Support system integrations and architecture that enable seamless handoffs between GTM, Finance, and Customer Success functions.

Revenue Strategy Partnership

• Act as a key operational partner to the Revenue Strategy organization, supporting strategic projects, initiatives, and analytics enablement.
• Translate business requirements into actionable system and process improvements.
• Drive change management and readiness activities for new tools, workflows, and go-to-market models.
• Contribute to the development of operational playbooks, documentation, and enablement programs.

Technology Innovation & System Enhancements

• Oversee planning and execution of system-related projects, leveraging project management tools such as Jira and Confluence.
• Identify opportunities to apply AI and automation tools (e.g., Salesforce Einstein, N8N, Gong, ChatGPT integrations) to improve forecasting, efficiency, and decision support.
• Partner with IT and vendors to evaluate and implement new technologies that enhance sales and revenue operations productivity.
• Proactively monitor system performance and user feedback to identify areas for improvement.

What You'll Need to be Successful

• 5+ years of experience in Revenue Operations, Sales Operations, or Business Systems, including 2+ years in leadership roles.
• Deep expertise in Salesforce administration and optimization, including Salesforce CPQ and integrations with ERP/billing systems.
• Proven success leading system enhancement initiatives and process improvement projects.
• Strong understanding of Q2C processes, sales lifecycle management, and SaaS revenue models.
• Excellent communication and collaboration skills across Sales, Finance, IT, and Marketing.
• Experience leading cross-functional initiatives without direct ownership of business KPIs.

Preferred Skills

• Experience with Salesforce Enterprise Territory Management (ETM).
• Familiarity with Jira, Confluence, and structured project management methodologies.
• Exposure to AI and automation tools supporting sales or revenue operations.
• Strong understanding of SaaS subscription and recurring revenue models.
• Comfortable working in fast-paced, matrixed environments with multiple stakeholders.

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.

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.