Avalara · 2 hours ago
Sales Operations Director
United States
Full-time
Remote
Mid, Senior Level
7+ years expAvalara is seeking an experienced and strategic Director of Revenue Operations to lead initiatives focused on CRM optimization and Quote-to-Cash process improvement. This role involves partnering closely with the Revenue Strategy organization to execute cross-functional projects and enable data-driven decision-making.
Artificial Intelligence (AI)ComplianceFinancial ServicesSoftwareTax Preparation
Responsibilities
Own the vision and roadmap for the CRM and supporting tools (primarily Salesforce and CPQ) to drive process efficiency, automation, and scalability
Partner with IT, Sales, and Finance to design, prioritize, and deliver system enhancements and integrations aligned with go-to-market strategies
Improve CRM architecture, governance, and user experience to ensure high data quality and adoption across global teams
Collaborate with Revenue Strategy and Analytics to ensure systems support accurate forecasting, segmentation, and performance insights
Evaluate and optimize the end-to-end Q2C lifecycle — lead management, quoting, contracting, billing, and renewals — to enhance speed, accuracy, and visibility
Partner with Finance, Legal, and Product Operations to ensure alignment of pricing, packaging, and order management workflows
Lead process improvement and automation initiatives to reduce manual effort and improve data flow between Salesforce, CPQ, billing, and ERP systems
Support system integrations and architecture that enable seamless handoffs between GTM, Finance, and Customer Success functions
Act as a key operational partner to the Revenue Strategy organization, supporting strategic projects, initiatives, and analytics enablement
Translate business requirements into actionable system and process improvements
Drive change management and readiness activities for new tools, workflows, and go-to-market models
Contribute to the development of operational plans, documentation, and enablement programs
Oversee planning and execution of system-related projects, leveraging project management tools such as Jira and Confluence
Identify opportunities to apply AI and automation tools (e.g., Salesforce Einstein, N8N, Gong, ChatGPT integrations) to improve forecasting, efficiency, and decision support
Partner with IT and vendors to evaluate and implement new technologies that enhance sales and revenue operations productivity
Proactively monitor system performance and user feedback to identify areas for improvement
Qualification
Required
7+ years of experience in Revenue Operations, Sales Operations, or Business Systems, including 3+ years in leadership roles
Expertise in Salesforce administration and optimization, including Salesforce CPQ and integrations with ERP/billing systems
Experience leading system enhancement initiatives and process improvement projects
Strong understanding of Q2C processes, sales lifecycle management, and SaaS revenue models
Excellent communication and collaboration skills across Sales, Finance, IT, and Marketing
Experience leading cross-functional initiatives without direct ownership of business KPIs
Preferred
Experience with Salesforce Enterprise Territory Management (ETM)
Familiarity with Jira, Confluence, and structured project management methodologies
Exposure to AI and automation tools supporting sales or revenue operations
Strong understanding of SaaS subscription and recurring revenue models
Comfortable working in fast-paced, matrixed environments with multiple stakeholders
Benefits
Paid time off
Paid parental leave
Private medical
Life, and disability insurance
Company
Avalara
Avalara is a cloud-based platform that provides tax compliance software and automated solutions.
5001-10000 employees
Funding
Current Stage
Public CompanyTotal Funding
$841.01MKey Investors
BlackRockSusquehanna Growth EquityWarburg Pincus
2025-11-11Private Equity· $500M
2023-01-01Private Equity
2022-10-19Post Ipo Debt· $0.04M
Leadership Team
Scott McFarlane
CEO
Megan Higgins Knislis
Senior Vice President, Global Partners
Recent News
2026-02-02
2026-01-09
Company data provided by crunchbase