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Avalara · 12 hours ago

Manager, Account Development – Enterprise Segment

Durham, NC

Full-time

Onsite

Mid, Senior Level

6+ years exp

Avalara is looking for a Manager, Account Development to lead a high-performing team of Account Development Representatives. This role focuses on scaling Avalara's enterprise revenue engine by developing opportunities within Fortune 2000 organizations and guiding strategic pipeline development across Avalara's global enterprise portfolio.

Artificial Intelligence (AI)ComplianceFinancial ServicesSoftwareTax Preparation

Responsibilities

Lead a team focused on outbound pipeline development in consideration of Avalara's Enterprise segment—including SAP, Oracle, and Workday accounts and partner integrations

Collaborate with Partner Marketing, Field Sales, and Channel teams to operationalize outbound sales motions tailored to ERP-integrated use cases

Hire, onboard, and develop ADRs with an eye toward rapid upskilling and promotion readiness within 12–18 months

Operationalize an ABM-driven outbound strategy within the territory model to accelerate qualified engagement in the top enterprise tiers

Monitor daily performance metrics, dashboards, and conversion rates using Salesforce, Outreach, Gong/ExecVision, and Chilipiper

Ensure usage of CRM and sales tools to lead funnel hygiene, qualification standards, and engagement accountability

Partner with Sales Ops, Enablement, and Marketing to build persona-driven outreach, target segmentation, and customized plays for enterprise ERP partners

Foster an environment where creativity, recognition, and accountability results

Create weekly pipeline, conversion, and performance reports to Sales and Revenue leadership

Qualification

Inside Sales LeadershipPartner Integration ExperienceSalesforce.comABM StrategyPerformance Analytics ToolsSaaS ExperienceTeam DevelopmentAccountabilityCollaborationCreativity

Required

6+ years of Inside Sales / Business Development leadership, with direct experience managing ADR or SDR teams in a SaaS or enterprise technology environment

3+ years in an engaged manager or second-line manager role, developing people leaders and driving pipeline growth at scale

Experience supporting partner-integrated go-to-market efforts, with SAP, Oracle, or Workday ecosystems

Experience in enterprise pipeline acceleration, within high-volume or high-velocity sales environments

Deep experience with Salesforce.com, Outreach, Gong/ExecVision, and performance analytics tools

Fluency in ABM strategy, funnel conversion metrics, and outbound development methodologies

Experience collaborating with senior partners across Sales, Marketing, Alliances, and Revenue Operations

Experience using AI and AI-related technologies