Note: The job is a remote job and is open to candidates in USA. Avalara is seeking an Account Development Representative to generate top-of-funnel pipeline for its global e-invoicing and Continuous Transaction Control solutions across strategic and enterprise multinational accounts. The role involves consultative discovery, tailored outbound prospecting, enterprise account planning, cross-functional collaboration, and supporting the evolution of sales development practices.
Responsibilities
- Formulate and execute tailored account-based prospecting strategies targeting Tier-1 and Tier-2 multinational enterprises fitting Avalara's Ideal Customer Profile (ICP)
- Design custom, multi-channel outbound campaigns (phone, personalized email, LinkedIn Sales Navigator, video, and executive door-openers) that go beyond standard templates to engage VP- and C-level finance, tax, and IT leaders
- Evaluate market signals, trigger events, regulatory deadlines, and technology stack footprints to identify high-propensity buying windows across global jurisdictions
- Consistently achieve and exceed monthly and quarterly quotas for Sales Qualified Leads (SQLs) and sourced pipeline revenue
- Conduct consultative, multi-threaded discovery conversations to evaluate complex enterprise environments, systems integration dependencies (e.g., SAP, Oracle, NetSuite, Workday), and multi-country mandate exposure
- Apply advanced qualification methodologies (such as SPICED or MEDDPICC) to assess pain points, business impact, decision criteria, and implementation timelines
- Challenge senior decision-makers to evaluate holistic, platform-based global compliance solutions rather than fragmented, country-by-country fixes
- Accurately qualify prospective opportunities to ensure high conversion rates and seamless handoffs to Enterprise Account Executives
- Partner proactively with Enterprise Account Executives and Regional Sales Directors to build and refine account penetration blueprints for named enterprise territories
- Collaborate closely with Product Marketing, Partner Alliances (ERP/System Integrators), and Demand Generation teams to align field outreach with campaign motions and channel initiatives
- Provide continuous market feedback on buyer sentiment, emerging regulatory nuances, and messaging resonance to refine GTM strategies
- Test and evaluate emerging outbound technologies, AI research utilities, and prospecting plays, sharing best practices to enhance team-wide efficiency and conversation conversion
- Contribute directly to the evolution of Avalara's global e-invoicing prospecting playbooks and messaging frameworks
- Maintain rigorous CRM hygiene by documenting all account research, org hierarchy mappings, stakeholder touchpoints, and opportunity progression in Salesforce
- Analyze individual funnel metrics and conversion rates to continuously optimize prospecting cadences and outreach yield
Skills
- A valid US passport is required
- 2+ years of successful B2B inside sales, account development, or sales development experience, with a proven track record targeting mid-market and enterprise accounts within SaaS, fintech, ERP, or compliance technology environments
- Documented history of consistently achieving and exceeding outbound quota targets and key performance metrics
- Strong understanding of enterprise finance, tax, procurement, or ERP application ecosystems (SAP, Oracle, NetSuite), with the ability to quickly master global e-invoicing and CTC regulatory frameworks
- Exceptional written, verbal, and consultative presentation skills; demonstrated executive presence and confidence navigating complex, multi-stakeholder enterprise buying committees
- Proven ability to operate independently with minimal day-to-day direction, demonstrating initiative in designing custom prospecting plays and prioritizing high-impact accounts
- Proficiency with modern sales and revenue technology stacks (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, Gong, ZoomInfo, 6sense) and AI productivity tools
- You'll bring experience using AI and AI-related technologies, ready to thrive here
Benefits
- Remote (US-based)
- Paid time off
- Paid parental leave
- Many Avalara employees are eligible for bonuses.
- Benefits vary by location but generally include private medical, life, and disability insurance.
- A total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.
Company Overview