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Avalara · 23 hours ago

Vice President, Existing Business Sales

United States

Full-time

Remote

Director/Executive

15+ years exp

Avalara is hiring a Vice President, Existing Business Sales to lead a significant revenue engine focused on renewal and expansion. The role involves leading a global team, enhancing renewal processes, and driving customer partnerships to create long-term value.

Artificial Intelligence (AI)ComplianceFinancial ServicesSoftwareTax Preparation

Responsibilities

Lead renewal and account management teams in achieving best-in-class GRR, NRR, and ARR performance

Ensure early, disciplined renewal cycles with transparent pricing and strong customer value delivery

Drive thoughtful, customer-aligned expansion motions across segments

Build a consistent operating rhythm that enhances renewal visibility and forecast accuracy

Strengthen data hygiene, risk identification, and capacity planning in partnership with RevOps and Finance

Simplify workflows to increase customer-facing time and remove friction from renewal processes

Lead and coach teams across the U.S. and Pune, fostering clarity, accountability, and performance

Develop leaders at all levels and build a culture grounded in Avalara’s values

Work closely with Customer Operations (Support, CX, TAM, FinOps) to ensure seamless renewal readiness

Partner with Product and Marketing to support expansion motions and customer adoption

Influence upstream pricing, product, and customer experience decisions

Deliver data-driven insights on renewal health, churn drivers, expansion trends, and forecast performance

Ensure renewal and expansion results meet or exceed AOP targets

Qualification

SaaS revenue leadershipForecast accuracyRenewal processesAnalytical skillsCross-functional collaborationExecutive communicationCoachingAI technologiesCustomer-first mindset

Required

15+ years of SaaS revenue leadership with deep renewal or existing customer experience

Proven success leading large global teams (100+), ideally across U.S. and India

Track record of improving forecast accuracy, renewal predictability, and ARR performance

Strong analytical and operational skills; able to connect insights to actions

Experience modernizing renewal processes, tools, and forecasting systems

Excellent cross-functional collaboration with CX, RevOps, Finance, and Product

Clear communicator and strong coach with a balanced customer-first and commercial mindset

Experience using AI and AI-related technologies, ready to thrive here

Ability to apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers

Curiosity about new trends and best practices in AI and willingness to share knowledge