Role Description Avalara is looking for an experienced sales leader to lead Enterprise SaaS sales for large multinational organizations, with a focus on SAP, Oracle, Workday, and Salesforce. You will lead a high-performing team through complex sales cycles, refine Avalara's go-to-market strategy, and collaborate with Product, Marketing, Professional Services, and Strategic Alliances. You will report to the VP, Enterprise Sales and can work remotely. Responsibilities - Develop a multi-faceted plan to grow business in Enterprise Accounts. - Lead an existing team while developing others to create a culture of success, accountability, and goal achievement. - Develop plans and strategies for developing business and achieving sales goals. - Provide detailed and accurate sales forecasting. - Work with the sales and marketing teams to monitor customer, market, and competitor activity to identify sales opportunities and provide feedback to the company. - Review and continue to develop the sales organization's infrastructure and outreach to clients. - Launch new products into existing and expanding markets with confidence. - Prepare internal and external monthly sales reports based on goals and metrics, monitoring the sales pipeline and leads, adjusting to create sustainable growth. - Monitor business trends and marketplace opportunities and respond accordingly. - Work with the leadership team to determine the strategic direction of the business. Qualifications - 5+ years of experience in enterprise sales and 2+ years in a leadership capacity. - Experience in a matrixed sales environment selling complex software and solutions to enterprise customers. - Overachievement of team quota and revenue goals. - Experience managing multi-tiered customer relationships. - Experience guiding a sales team during the launch of new products. - Experience managing teams in different geographical locations. - Knowledge and demonstrated skills of sales techniques, customer interaction, and customer relations. - Track record selling to enterprise-level customers and established relationships at the C-suite level. - The ability to navigate and collaborate through complex opportunities. Pay Range Details - Colorado: $135,240 - $216,480 annually - Washington: $135,240 - $239,280 annually - California: $135,240 - $262,140 annually - NYC: $149,520 - $262,140 annually Benefits - 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 organizational culture. Company Description Avalara is defining the relationship between tax and tech. We’ve 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. 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.

• Follow up on and pre-qualify incoming leads • Execute outbound prospecting and independently generate a sales pipeline • Use AI-supported prospecting and modern tools • Support at trade shows and document activities in the CRM • Work closely with marketing to ensure lead quality • Build partnerships and schedule demo appointments

• Lead, manage, and develop a global team of Strategic Account Managers across the US, Europe and International markets, providing clear direction, coaching, and performance oversight. • Define and implement a scalable strategic account management framework, including account planning methodologies, engagement cadences, and expansion playbooks. • Drive net revenue retention and growth to meet or exceed Sapio’s annual targets across Sapio’s strategic accounts, ensuring customers are achieving measurable value and deepening their investment in the platform. • Develop and deploy a regular cadence of KPIs that are both visible and managed relentlessly to underpin predictable growth performance. • Assume personal responsibility for top line performance and personally invest in the critical accounts that form the basis of our annual performance. • Build and maintain executive-level relationships with key customers, acting as a senior point of escalation and partnership for the most complex accounts. • Partner with the CCO and broader organizational leadership to set targets, define priorities, and report on the health and performance of the strategic account portfolio. • Collaborate closely with Sales, Customer Success, Product, and Marketing to align on customer needs, surface expansion opportunities, and feed market intelligence back into the business. • Recruit, onboard, and retain top account management talent, fostering a high-performance, customer-focused team culture across geographies that is best in class. • Drive operational excellence through effective use of CRM tools, pipeline hygiene, and consistent reporting standards. • Represent Sapio at industry events, customer meetings, and executive briefings as a senior commercial leader with high market credibility.

• Develop and customize solutions in Salesforce Commerce Cloud (SFCC) using SFRA • Implement end-to-end D2C e-commerce journeys (catalog, PDP, checkout, and payments) • Integrate SFCC with Salesforce Core / CRM / Automotive Cloud • Develop and consume REST APIs and integrations via MuleSoft • Configure Sites, Locales, Pricebooks, and Custom Preferences • Work in multi-country and multi-currency environments • Participate in technical refinement, code reviews, and adoption of best practices • Support UAT cycles, go-live, and hypercare