Senior Sales Manager, Emerging Team

Avalara, Inc.; Northern (KY); Hybrid; USD 153,000 - 260,000; Full time

Job summary

Avalara, Inc. is seeking a Senior Sales Manager to lead a team of Sales Executives driving net new logo acquisition for Avalara Agentic Tax and Compliance solutions. This remote role reports to the Director of Sales and focuses on developing talent while shaping the go-to-market strategy.

You will coach with empathy, drive disciplined prospecting, and collaborate with partners to maximize revenue, all within a high-growth SaaS environment. Remote work enabled across eligible locations.

Qualifications

• 5+ years of B2B SaaS sales experience with at least 3 years in frontline sales leadership.
• Proven track record of recruiting, mentoring, and coaching a diverse team to achieve quota.
• Coaching-first leadership mindset focused on developing people and removing obstacles.
• Experience driving outbound prospecting, territory planning, and multi-channel pipeline generation.
• Experience in partner-centric or channel co-selling models with external partners.
• Strong change management and adaptability in fast-growing SaaS environments.
• Proficiency with Salesforce and modern sales engagement and analytics platforms.

Responsibilities

• Recruit, coach, and develop a diverse team of sales professionals, creating an environment where everyone feels supported and empowered to succeed.
• Foster a culture of disciplined outbound prospecting, ensuring the team builds healthy pipeline across inbound, outbound, and partner-sourced opportunities.
• Oversee deal progression, support strategic opportunities, and guide the team to achieve and exceed revenue goals.
• Guide your team through organizational, process, and product changes, building clarity and confidence through transitions.
• Collaborate with resellers, ISVs, and technology partners to co-sell, source opportunities, and maximize joint revenue.
• Use data to track performance, improve decision-making, and provide accurate forecasts.
• Work with Marketing, Product, and Customer Success to align GTM efforts and deliver the best customer experience.

Skills

B2B SaaS sales

Sales leadership

People development

Outbound prospecting

Channel / partner sales

Salesforce

Job description

What You'll Do

We are looking for an inspiring Sr. Sales Manager to lead a team of Sales Executives driving net new logo acquisition for our Avalara Agentic Tax and Compliance solutions. This is more than a sales leadership role, offering an opportunity to build, mentor, and empower a diverse team while shaping the future of our go-to-market strategy. You will report to the Director of Sales and work remotely.

You will excel here if you are passionate about developing people, navigating change with confidence, and creating an environment where high-performing sales professionals are challenged, supported, and led with clarity. We value leaders who listen, coach with empathy, and set the standard visibly by focusing on developing talent, modeling the energy and discipline that raise the bar, and surrounding your team with a culture of excellence.

Our selling motion is partner-centric and requires leaders who can advocate for collaboration with partners, while also ensuring prospecting discipline and pipeline creation.

What Your Responsibilities Will Be

• Lead with Empathy & Accountability: Recruit, coach, and develop a diverse team of sales professionals, creating an environment where everyone feels supported and empowered to succeed.
• Prospecting & Growth: Foster a culture of disciplined outbound prospecting, ensuring the team builds healthy pipeline across inbound, outbound, and partner-sourced opportunities.
• Sales Performance: Oversee deal progression, support strategic opportunities, and guide the team to achieve and exceed revenue goals.
• Change Leadership: Guide your team through organizational, process, and product changes, building clarity and confidence through transitions.
• Partner-Centric Sales: Collaborate with resellers, ISVs, and technology partners to co-sell, source opportunities, and maximize joint revenue.
• Forecasting & Insights: Use data to track performance, improve decision-making, and provide accurate forecasts.
• Collaboration: Work with Marketing, Product, and Customer Success to align GTM efforts and deliver the best customer experience.

What You'll Need to be Successful

• 5+ years of B2B SaaS sales experience with at least 3 years in a frontline sales leadership role (experience in emerging, commercial, or mid-market segments preferred).
• Proven track record of recruiting, mentoring, and coaching a diverse team of sales professionals to achieve and exceed quota.
• A coaching-first leadership mindset focused on developing people, deal strategy, and removing operational obstacles.
• Demonstrated success driving outbound prospecting discipline, territory planning, and multi-channel pipeline generation.
• Experience in a partner-centric or channel co-selling model, with comfort collaborating with external partners and alliances.
• Strong change management and adaptability in fast-paced, high-growth SaaS environments.
• Proficiency with Salesforce (or similar CRM) and modern sales engagement and analytics platforms.

Pay Range Details

Colorado $153,000 - $214,000 annually

Washington $153,000 - $237,000 annually

California $153,000 - $260,000 annually

NYC $169,000 - $260,000 annually

The pay range above is the general base pay range for you in the state listed. Your actual salary/wage may be based on multiple factors, such as geographic location, candidate experience and qualifications, and market and business considerations.

This role is eligible for the opportunity to earn sales incentives based on revenue or use, depending on the terms of the applicable plan and your role.

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.