What You'll Do Avalara is transforming a multi-billion-dollar industry, and we're looking for a quota-carrying Senior Strategic Alliance Manager (SAM) to lead our most strategic enterprise partnerships. This is a visible role on the Enterprise Strategic Alliances team, responsible for driving measurable pipeline and revenue impact with top-tier partners. You will own the strategy, execution, and results for alliances with partners such as Oracle, SAP, Workday, and regional systems integrators, working closely with Avalara Sales, Marketing, and Partner teams to accelerate joint success. You will work remotely and report to the Director, Strategic Alliances – Enterprise. #LI-Remote What Your Responsibilities Will Be - You will drive strategic growth with priority enterprise partners by building joint pipeline generation and acceleration strategies - You will own partner performance by managing referral pipeline and bookings targets, identifying gaps to goal, and executing corrective actions - You will build trusted, executive-level relationships across partner sales, alliances, and leadership teams, as well as internal stakeholders across Sales, Marketing, and Partner Management. - You will lead joint planning and execution, including partner enablement, account alignment, opportunity development, and ongoing deal collaboration. - You will operate with autonomy and influence, representing Avalara externally with large, highly influential partners while independently shaping and executing alliance strategies. What Your Day-to-Day Looks Like - You will develop and execute joint business and pipeline plans with partners such as Oracle, SAP, and Workday. - You will manage ongoing partner communications and sales motions, acting as a connector between Avalara field teams and partner sellers. - You will track and report pipeline, KPIs, and partner performance using CRM and analytics tools (e.g., Salesforce dashboards). - You will lead operational and sales cadence activities, including Quarterly Business Reviews (QBRs), forecasting, and executive reporting. - You will manage budgets for field and partner activities and ensure ROI alignment. - You will represent Avalara at partner meetings and industry events; collaborate with Marketing and Product on go-to-market programs, messaging, and sales collateral. What You'll Need to be Successful - 8+ years of experience managing high-value enterprise technology partnerships, with a proven track record of exceeding partner-driven revenue goals. - Experience with CRM and sales enablement platforms (e.g., Salesforce), with experience using data and analytics to drive decisions and measure ROI. - Strong business and technical knowledge with experience in enterprise software, strategic alliances, and go-to-market execution. - Bachelor's degree required - Experience driving $5M+ in annual partnership-sourced revenue. - Direct partner or selling experience with Oracle, SAP, Workday, and/or their regional systems integrator ecosystems Pay Range Details The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations. Colorado $198,700 - $317,700 (OTE 60/40 pay mix) Washington $198,700 - $351,100 (OTE 60/40 pay mix) California $198,700 - $384,800 (OTE 60/40 pay mix) NYC $219,500 - $384,800 (OTE 60/40 pay mix) The pay range above is the general base pay range for a successful candidate in the state listed. The successful candidate’s actual salary/wage may be based on various factors, such as geographic location, candidate experience and qualifications, as well as market and business considerations. This role is eligible for an annual bonus based on individual and company performance, depending on the terms of the applicable plan and the employee’s 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.

Look around you today, every store, home, hospital, school, was made possible by the coordination of architects and a team of professionals. They are charged with the responsibility of creating our shelters and yet, they are left with nothing more than Excel to manage their work. We're here to change that. What is Monograph? Monograph is a firm performance management platform for architecture and engineering practices. Firms use Monograph to make quick and confident decisions about budgeting and resources to drive their practices forward. Why Work at Monograph? People first: Core to the team, we believe in people first, curiosity, and empathy. You'll be a culture ambassador and deploy your genuine value for relationships to drive success and happiness. Build a company that will redefine architecture: Project management is just the beginning...we have big ambitions to help facilitate the entire design process from becoming the document source of truth to coordinating with consultants. You can shape the future of building design. Work with some of the best product people in the world: We’re an innovative team of highly productive individual contributors with a strong design background. You will be doing some of the best work of your life. About the Role Monograph is looking for an Account Manager of our Upsell team to help drive revenue growth within our existing customer base. In this role, you’ll own all upsell and expansion opportunities and work in partnership with our Subscriptions and Customer Experience teams to ensure firms continue to see increasing value from Monograph as they scale. This is a unique opportunity to build from 0 to 1. You’ll help define the playbook for how Monograph approaches customer expansion by combining consultative sales, data-driven insights, and deep product fluency. You’ll thrive here if you love working with customers, uncovering opportunities to expand their use of Monograph, and shaping the foundation of a high-impact upsell motion that directly drives both revenue and customer success. Your Role - Own and execute the full upsell and expansion motion for existing accounts, including plan upgrades, add-ons, additional seats, and new product adoption. - Proactively identify and qualify expansion opportunities using product usage data, customer feedback, and firm growth signals. - Partner with Customer Success, Launch Managers, and Marketing to identify account growth opportunities and share feedback to improve the customer journey. - Drive adoption of new Monograph products and features—including billing, invoicing, and other tools—through consultative conversations that map customer needs to Monograph’s value. - Conduct targeted outreach to previously churned customers to reintroduce Monograph and win back accounts. - Build and maintain strong relationships with key stakeholders across architecture and engineering firms, from project managers to firm owners. - Maintain accurate records of opportunities, pipeline, and forecasts in CRM (HubSpot/Salesforce). - Help design, test, and refine Monograph’s upsell playbook—defining what works, what converts, and what drives customer retention. - Contribute to ongoing process improvement, reporting, and lead routing to help scale the expansion motion. You Are - Consultative: You ask thoughtful questions, uncover business needs, and help customers unlock more value from Monograph. - Product-fluent: You understand Monograph’s product deeply and can clearly communicate its value to different personas. - Analytical: You use data to prioritize outreach, forecast accurately, and identify both risk and growth signals. - Organized: You maintain a clean pipeline, track progress, and document insights that help refine our approach. - Collaborative: You thrive in a cross-functional environment and see yourself as part of the full customer journey. - Resilient: You’re comfortable selling in a high-change, high-feedback environment and bring both structure and creativity to building something new. Your Experience - 3–6 years of experience in SaaS account management, expansion sales, or customer growth roles with a quota component. - Proven track record of driving upsell and cross-sell revenue within an existing customer base. - Experience working cross-functionally with Customer Success, Product, and Subscriptions teams. - Strong commercial acumen and comfort navigating renewal terms, usage data, ROI, and multi-stakeholder sales cycles. - Proficiency in CRM tools (HubSpot, Salesforce) and usage analytics platforms (ChurnZero preferred). - Excited by the challenge of building a new motion—comfortable oscillating between strategy and execution to scale what works. - Familiarity with AEC (architecture, engineering, construction) firms or project-based professional services is a plus. We encourage individuals from underrepresented backgrounds, including women and minorities, to apply for this position. We believe in creating a diverse and inclusive workplace and welcome candidates who may not meet every listed requirement but are eager to contribute and grow within our team. Even if you don't meet every requirement, we still encourage you to apply. You'll Love Our Benefits 🎭 Innovative engineering and product culture 💰 Early-stage well-funded company ❤️ Inclusion and diversity as a company priority And for US-based, full-time employees: 🌡 100% premium coverage on our healthcare plans for employees and their families 🦷 Dental & vision coverage for employees and families 🖥 New laptop & equipment 🏋🏻‍♀️ Wellness Stipend

• Generate a high volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiation • Strategically manage a sales pipeline to maximize revenue opportunities to achieve revenue targets • Analyze pipeline coverage percentage and target, in-forecast hit rate, and pipeline deal profile to ensure that pipeline supports achievement of monthly, quarterly and annual goals • Adhere to established pipeline management processes, and adjust process as requested. • Execute sales strategies and techniques to realize sales opportunities identified • Understand the buying process for each account and build/maintain relationships with key customer stakeholders • Understand needs, build rapport, and influence decision-making and strategy with customers • Deliver proposals and presentations to customers that include creative solutions to customer problems, effective benefit selling statements, economic solutions, and skillful demonstration of products • Utilize CRM (Salesforce.com) daily to record and update customer information, share product details, prepare quotes, update sales stages, maintain an accurate forecast, and close deals • Research market opportunities actively • Engage in strategic business planning and execution to consistently achieve or exceed sales quota • Provide comprehensive sales reporting to leadership, including monthly forecasting • Adapt to shifts in market demands and strategies by continuously learning new industry and market information, as well as skills and techniques that lead to increased success

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Enterprise Account Manager is responsible for owning existing client relationships, retaining and expanding the accounts by generating revenue through consultative selling, outstanding client service and cultivating strong relationships. Depending on client size and need, the Enterprise Account Manager may focus on program growth and strategic thought leadership, overseeing day-to-day digital marketing processes and digital marketing program management for an assigned portfolio of clients ranging from mid-enterprise to Fortune 500 companies. - Serve as primary (or secondary) point of contact for servicing assigned client accounts. - Provide exceptional account support to build and maintain a positive relationship between the client and the Company. - Analyze existing accounts, qualify and validate customer-specific needs and develop solution criteria. - Maintain and analyze client digital marketing operations patterns while focusing on underlying issues to eliminate recurring account problems. - Confer with client to provide information or answer questions. Respond to the needs of the client, decide which course of action to take, and execute that action without consultation or direction. - Keep records of client interactions, detailing inquiries, complaints, comments, and action taken. May maintain data in the client relationship management (CRM) system. - Monitor client preferences, identify and evaluate additional business opportunities with current clients to determine focus of growth and/or sales efforts. - Identify potential client projects, propose pricing, and manage negotiations and deliver to production. - Work in collaboration with clients and internal business units. - Forecast and track sales revenues and activities in a timely manner using customer relationship management (CRM) system and/or other tools. - Effectively and powerfully communicate the value proposition to existing customers and coordinate and lead periodic account reviews. - Execute renewal and upgrade activities according to Company standards. - Travel as required to attend trade shows, client meetings, or other business engagements. - Stay current with market developments, competitive offerings, technological advances, and Company products. - May be required to meet revenue goals. - Perform other miscellaneous duties as assigned by management. Qualifications - Bachelor’s degree or equivalent is required. - 2 to 5 years of digital marketing experience with an emphasis on email. - Professional training in selling and/or account planning processes is preferred. - Digital marketing passion. - Sense of urgency when it comes to working with clients and supporting their needs. - Problem solving abilities. - Ability to work across functional lines. - Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions. - High level of comfort with a technology-driven, fast-paced environment that requires ability to quickly synthesize multiple sources of data. - Ability to sufficiently communicate with individuals at all levels in the Company and with various business contacts outside of the Company in an articulate, professional manner. - Knowledge of processes for providing quality client and account service. - Ability to build and sustain trust among clients and colleagues. Affirmative Action/EEO Statement At Data Axle, we are committed to attracting, retaining, and engaging employees from all walks of life. Diversity is an important part of our values and business operations. We are dedicated to creating an inclusive environment that promotes professional development for everyone. As part of that commitment, Data Axle does not discriminate on the basis of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, marital status, status with regard to public assistance, status as a disabled veteran and or Vietnam Era or any other characteristic protected by federal, state, or local law. All qualified applicants will receive consideration for employment. In addition, Data Axle will provide reasonable accommodation for otherwise qualified disabled individuals.