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 partnership with Workday. 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. This is a fully remote, US-based position reporting to our Director, Strategic Alliances – Enterprise. - 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. - You will develop and execute joint business and pipeline plans with partners such as 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. Qualifications - 8+ years of experience managing high-value enterprise technology partnerships such as Workday, 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. 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 our organizational culture. Company Description 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. 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.