Role Description 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 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. Responsibilities - Drive strategic growth with priority enterprise partners by building joint pipeline generation and acceleration strategies. - Own partner performance by managing referral pipeline and bookings targets, identifying gaps to goal, and executing corrective actions. - Build trusted, executive-level relationships across partner sales, alliances, and leadership teams, as well as internal stakeholders across Sales, Marketing, and Partner Management. - Lead joint planning and execution, including partner enablement, account alignment, opportunity development, and ongoing deal collaboration. - Operate with autonomy and influence, representing Avalara externally with large, highly influential partners while independently shaping and executing alliance strategies. Day-to-Day Activities - Develop and execute joint business and pipeline plans with partners such as Workday. - Manage ongoing partner communications and sales motions, acting as a connector between Avalara field teams and partner sellers. - Track and report pipeline, KPIs, and partner performance using CRM and analytics tools (e.g., Salesforce dashboards). - Lead operational and sales cadence activities, including Quarterly Business Reviews (QBRs), forecasting, and executive reporting. - Manage budgets for field and partner activities and ensure ROI alignment. - Represent Avalara at partner meetings and industry events; collaborate with Marketing and Product on go-to-market programs, messaging, and sales collateral. Qualifications - 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 Workday, and/or their regional systems integrator ecosystems. Pay Range Details - 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) Benefits - 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. - Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. - Avalara has a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.

• Maintain trackers, calendars, and asset links for campaigns • Assist the Account Manager and Senior Account Manager in day-to-day client coordination and communication • Route creative for approval and track content deadlines • Help prep decks, call agendas, and recap notes • Assist in identifying opportunities for account growth and contribute ideas during internal brainstorms. • Schedule and publish content across TikTok, Instagram, and YouTube Shorts as needed for campaigns. • Flag emerging trends, creator moments, or platform updates • Other duties as assigned

• Cultivate and maintain strong, executive-level relationships with key stakeholders and decision-makers within a portfolio of strategic accounts. • Act as a central point of contact, ensuring seamless communication and collaboration between the customer and our internal teams (e.g., sales, marketing, product, and support). • Proactively identify and address customer needs, challenges, and opportunities to solidify the partnership and become a trusted advisor by meeting with A-list customers a minimum of quarterly. • Develop and implement strategic account plans with clear short-term objectives and long-term goals. • Conduct in-depth analysis of customer needs, industry trends, and the competitive landscape to identify opportunities for upselling and cross-selling. • Lead the creation, execution, and presentation of proposals, business reviews, and innovative solutions that demonstrate the value of our products and services. • Drive revenue growth and profitability within assigned accounts by identifying and closing add-on business opportunities. • Monitor, analyze, and document key account health metrics (e.g., revenue, customer satisfaction, retention) and provide regular reports to both internal stakeholders and customers. • Forecast account and expected renewal performance, and work to exceed sales and retention targets and goals. • Provide feedback to product and marketing teams to help shape future offerings based on customer needs and market insights.

• Lead, coach, and develop a team of Enterprise Account Managers • Establish and manage performance expectations, KPIs, and career development plans • Foster a high-performance, customer-centric culture • Build and establish a modern Enterprise Customer go-to-market process to drive aggressive growth • Own enterprise account performance, including: • Net Revenue Retention (NRR) • Gross Retention • Expansion revenue • Develop and execute strategies to grow existing accounts and identify upsell/cross-sell opportunities • Build and maintain executive-level relationships with key customers • Partner with customers to understand business goals and align solutions accordingly • Expand and multi-thread existing account relationships • Lead account planning and quarterly business reviews (QBRs) • Partner with Sales on account transitions and expansion strategy • Collaborate with Customer Success to ensure adoption and value realization • Provide feedback to Product and Marketing based on customer insights • Implement scalable processes for account management and forecasting • Utilize CRM and data analytics to drive decision-making • Track and report on key metrics and performance trends