Manager Account Development US region

What Youll Do

As the Manager of the Account Development team, you will play a pivotal role in driving the success of our sales development team by leading, managing, and supporting a group of 8-10 Account Development Representatives (ADRs) focused on existing accounts. The ideal candidate will bring a wealth of sales development management experience and a keen understanding of effective processes.

Job Duties:

• Recruit, train, develop and lead a diverse team of Account Development Representatives (ADRs for exist i ng accounts) responsible for creating opportunities by working leads and mining accounts.
• Motivate individuals and teams to exceed objectives though coaching, weekly one on ones , daily metric tracking, creative strategies and incentives.
• Help create a fun, high energy environment where people l ove coming to work
• Oversee and monitor the effective use of business productivity tools like Salesforce.com, Outreach, Gong etc.
• Wor k closely with Rev ops and other stakeholders to refine processes, talk tracks and update training documentation.
• Ensure positive and collaborative working relationships with both the Marketing and Sales organizations to maximize SDR impact
• Communicate a clear vision , plan and associated goals for success to your management and direct reports aligned to company mission and goals .
• Ensure employee satisfaction and reduce employee churn measured through Gallup process
• Manage a structured rhythm of business inclusive of planning, tracking, forecasting, opportunity management and professional sales practices and process es.
• Assume accountability for growth, satisfaction and retention of Avalara customers and manage to exceed annual, quarterly and monthly metrics set by executive leadership and the board of directors.

• 8 to 10 years experience in sales development with 1 to 3 years in a leadership role .
• Managing North America region is highly desirable. Must currently be handling a team of inside sales / SDRs / ADRs .
• Strong leadership skills emphasizing hands-on coaching and mentoring techniques. Proven success setting clear goals for teams and guiding team members to success through demonstration, motivation, and positive reinforcement.
• Successful track record in reaching or exceeding goals in: customer retention and expansion sales
• Demonstrated success as a sales, professional services or account management leader selling in North America
• Experience maintaining outstanding external customer relationships, including experience guiding dissatisfied customers to mutually satisfactory solutions.
• Solid communication, listening and writing skills
• Able to resolve user questions through a combination of independent study, investigative programming, and collaborative efforts
• Able to work effectively with people of varied technical and finance backgrounds at entry through C level positions in both customer service and sales scenarios.
• Organized and reliable: able to work independently with little direction when necessary. Self-starter with natural curiosity and technical agility
• Excellent understanding of business accounting practices related to sales and use tax a plus. Good understanding of information systems implementation and support practices.
• Knowledge of / experience in cloud-based software in one or more of the following roles: account management , software consulting, renewals management, TAM (technical account management)
• Experience using CRM systems ( e.g. salesforce.com) to effectively track and manage account management activities including cases and opportunities

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.

Learn more about our benefits by region here: Avalara North America

We re Avalara. We re defining the relationship between tax and tech. We ve already built an industry-leading cloud compliance platform, processing nearly 40 billion customer API calls and over 5 million tax returns a year. Last year, we became a billion-dollar business, and our tribe expanded by a cool thousand people - there s nearly 5,000 of us now. Our growth is real, and we re not slowing down - not 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. Ownership and achievement go hand in hand here. We instill passion in our people through the trust we place in them. 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.

• 8 to 10 years experience in sales development with 1 to 3 years in a leadership role .
• Managing North America region is highly desirable. Must currently be handling a team of inside sales / SDRs / ADRs .
• Strong leadership skills emphasizing hands-on coaching and mentoring techniques. Proven success setting clear goals for teams and guiding team members to success through demonstration, motivation, and positive reinforcement.
• Successful track record in reaching or exceeding goals in: customer retention and expansion sales
• Demonstrated success as a sales, professional services or account management leader selling in North America
• Experience maintaining outstanding external customer relationships, including experience guiding dissatisfied customers to mutually satisfactory solutions.
• Solid communication, listening and writing skills
• Able to resolve user questions through a combination of independent study, investigative programming, and collaborative efforts
• Able to work effectively with people of varied technical and finance backgrounds at entry through C level positions in both customer service and sales scenarios.
• Organized and reliable: able to work independently with little direction when necessary. Self-starter with natural curiosity and technical agility
• Excellent understanding of business accounting practices related to sales and use tax a plus. Good understanding of information systems implementation and support practices.
• Knowledge of / experience in cloud-based software in one or more of the following roles: account management , software consulting, renewals management, TAM (technical account management)
• Experience using CRM systems ( e.g. salesforce.com) to effectively track and manage account management activities including cases and opportunities

Job Duties:

• Recruit, train, develop and lead a diverse team of Account Development Representatives (ADRs for exist i ng accounts) responsible for creating opportunities by working leads and mining accounts.
• Motivate individuals and teams to exceed objectives though coaching, weekly one on ones , daily metric tracking, creative strategies and incentives.
• Help create a fun, high energy environment where people l ove coming to work
• Oversee and monitor the effective use of business productivity tools like Salesforce.com, Outreach, Gong etc.
• Wor k closely with Rev ops and other stakeholders to refine processes, talk tracks and update training documentation.
• Ensure positive and collaborative working relationships with both the Marketing and Sales organizations to maximize SDR impact
• Communicate a clear vision , plan and associated goals for success to your management and direct reports aligned to company mission and goals .
• Ensure employee satisfaction and reduce employee churn measured through Gallup process
• Manage a structured rhythm of business inclusive of planning, tracking, forecasting, opportunity management and professional sales practices and process es.
• Assume accountability for growth, satisfaction and retention of Avalara customers and manage to exceed annual, quarterly and monthly metrics set by executive leadership and the board of directors.