Sr. Manager GTM Live Training

Avalara, Inc.; Durham (NC); On-site; USD 150,000 - 190,000; Full time

Job summary

Avalara is seeking a data-driven Senior Manager, Live GTM Training to lead our global live training team. You will oversee on-demand and in-person sessions, partner with Learning Strategy, Enablement Operations, and Instructional Design, and drive enterprise-scale enablement across the GTM org.

The role focuses on certifying reps, scaling trainer programs, and applying MEDDPICC and Value Selling methodologies with a strong AI-enabled approach. Hybrid/remote options apply.

Qualifications

• 5-8+ years in revenue enablement, B2B sales, or L&D with 2-3+ years of people management in global SaaS.

Responsibilities

• Lead a global team of live trainers embedded in GTM departments and partner with revenue leaders.

Skills

Leadership

Outbound training

Certification

Methodology

Data-driven

AI fluency

Agility

Travel readiness

Job description

What You'll Do

At Avalara, we are building a world-class Revenue Enablement Center of Excellence. We are looking for a, data-driven Senior Manager, Live GTM Training to lead our global facilitation team.

In this critical leadership role, you will be the face of live learning, overseeing the delivery of training across our Go-To-Market (GTM) organization. You will operate as a strategic partner, collaborating with leaders in Learning Strategy, Enablement Operations, and Instructional Design. Your team will ensure that revenue-generating and partner-facing teams across the GTM organization are equipped with the skills, knowledge, and certifications required to drive predictable revenue growth.

This is a unique opportunity to build a training function that uses methodologies, rigorous certification standards, and new AI technologies to maximize seller productivity.

#LI-Hybrid #LI-Remote

What Your Responsibilities Will Be

• Lead a High-Performing Team: Hire, develop, and coach a global team of live trainers embedded within specific GTM departments, ensuring they act as strategic partners to managers and revenue leaders.
• Guide Outbound Sales Effectiveness: Help deliver targeted outbound sales enablement training. Equip reps to build the pipeline and build high-conversion outbound strategies in markets.
• Enable Frontline Managers & Sales Leaders: Deliver specialized live training and coaching programs designed specifically for sales leaders and frontline managers, empowering them to effectively reinforce methodologies, drive team performance, and lead from the front.
• Live Certification Training & Revenue Impact: Direct a team of live trainers and facilitate sessions as an engaged manager. Implement programs anchored in core methodologies (e.g., MEDDPICC, Value Selling) to allow teams on pricing, products, and forecasting. Provide field insights to the Learning Strategy team to shape rigorous certification programs that enforce strict methodology adherence.
• Build a 'Train the Trainer' Model: Develop a scalable program that empowers internal Subject Matter Experts (SMEs) and leaders to facilitate live training and promote learning.
• Deliver Excellence at Scale: Establish the standard for engaging, interactive live training that respects seller capacity and maximizes learning retention. Oversee live onboarding and ongoing mastery programs in both virtual and in-person environments.
• Execute Strategic Events in Partnership: Collaborate tightly with enablement peers (such as Learning Strategy) and sales leadership to ensure the high-impact execution of live training for major GTM events, including Sales Kick-Offs (SKOs), regional summits, and targeted workshops. You will own the excellence of facilitation and delivery while partnering to bring the broader curriculum strategy and success metrics to life.
• Pioneer AI in Enablement: Champion Avalara's AI-First approach by integrating artificial intelligence into how we scale live training, enhance conversation intelligence, scale roleplay coaching, and deploy just-in-time resources.

What You’ll Need To Be Successful

• Leadership Experience: 5-8+ years of overall experience in revenue enablement, B2B sales, or learning & development, with at least 2-3+ years of direct people management experience leading and scaling teams within global, high-growth SaaS organizations.
• Outbound & Leadership Training Expertise: Demonstrated experience specifically training outbound sales teams, managers, and senior sales leaders.
• Certification Execution: experience delivering live training that grows rigorous rep certification programs across several sales enablement disciplines.
• Methodology Mastery: Expertise in implementing and coaching to established sales methodologies (e.g., MEDDPICC, Value Selling).
• Data-Driven Mindset: Proficiency in enablement KPIs. You have experience connecting learning outcomes to growth and can discuss performance metrics with executive partners.
• AI & Tech Fluency: Perspective on how to use AI tools and conversation intelligence platforms to improve coaching, feedback, and training scale.
• Agility & Operational Excellence: Partner with Enablement Leadership to guide by prioritizing projects, running retrospectives, and building precise rollouts.
• Logistical Readiness: Ability to travel domestically and internationally to support team development and global events.

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.