What Your Responsibilities Will Be Lead & Scale a High-Performing Outbound Team Lead and develop a team of Outbound Sales Leaders and Sales Executives focused on enterprise new business acquisition across the US Build a culture of accountability, performance, coaching, and customer obsession Develop future leaders through intentional mentorship, career progression, and talent planning Drive New Logo Revenue Growth Create and execute a strategic outbound sales plan aligned to Avalara's aggressive growth goals Coach teams on outbound prospecting, pipeline generation, full-cycle sales execution, and closing complex enterprise opportunities Partner cross-functionally with Revenue Operations, Enablement, Marketing, and Talent Acquisition to strengthen outbound effectiveness and scalability Own Forecasting & Execution Excellence Drive disciplined forecasting, pipeline inspection, and operational rigor Identify risk early and implement strategies to improve predictability and conversion Lead through data while maintaining a hands-on, execution-oriented leadership style Strengthen Avalara's Presence in the Raleigh-Durham Market Help attract and retain top enterprise sales talent in the local market Partner with Talent Acquisition on workforce planning, career pathing, and employer branding initiatives Build Avalara's reputation as a destination for top-performing sales professionals What You'll Need To Be Successful Proven Enterprise SaaS Sales Leadership 10+ years of experience in enterprise software sales, including 5+ years leading high-performing sales organizations Strong track record leading outbound prospecting motions and net-new logo acquisition teams Experience managing enterprise sales cycles with multiple stakeholders and executive buyers ERP & Ecosystem Expertise Experience selling solutions that integrate with ERP systems, ecommerce platforms, or POS technologies Strong understanding of ERP ecosystems, ideally including Oracle environments and partnerships Experience with tax compliance, determination, or financial technology solutions is a plus Executive Presence & Operational Excellence Skilled at presenting to and influencing C-level executives Strong forecasting, pipeline management, and strategic planning capabilities Comfortable balancing high-level strategy with day-to-day sales execution and coaching Leadership That Builds Teams Passion for developing talent and creating scalable, high-performing cultures Experience with performance management, coaching, and organizational development Excellent communication, presentation, and leadership skills Avalara is an AI-first Company AI is embedded in our workflows, decision-making, and products. This is a strategic leadership opportunity for a builder: someone who thrives in high-growth SaaS environments, knows how to create repeatable outbound success, and can inspire teams to win in competitive enterprise markets.