Note: The job is a remote job and is open to candidates in USA. Avalara is an AI-first company that provides a cloud compliance platform connecting tax and technology. The Sales Development Performance Lead will serve as a manager-level individual contributor responsible for live call modeling, coaching, certification execution, workflow discipline, AI and tool adoption, and readiness development across the global Sales Development organization. The role also carries a personal quota, supports regional performance, and contributes to onboarding and ramp programs.
Responsibilities
- You will guide regional team quota accomplishment, with a primary Goal of 75–80%+ of XDRs in the region hitting quota. Monitor personal and team performance data daily, surface early warning signals before they become pipeline problems, and translate data patterns into targeted coaching actions
- You wil own call quality through live coaching.Conduct weekly live side-by-sides during XDR call blocks - observing, coaching in real-time, and modeling correct behavior on the phone
- You will carry and work a small personal quota of approximately 10-20% of the individual XDR's quota. Make calls alongside the XDR team, invite observation, and use your own live calls as teaching moments. Being active on the phone is the mechanism by which the Performance Lead remains credible and current
- Guide Hyperbound scoring and AI-assisted coaching. Assign targeted scenarios and track score progression quarter-over-quarter. Use Hyperbound and Gong data to identify the skill gaps that separate high performers from developing ones in your region. These gaps include opening, discovery, objection handling, and closing
- You will represent your region in the weekly global Performance Lead sync. Contribute insights on what is working in your region, bring back best practices from other regions, and help maintain a single global standard of quality across US, EMEA, and India XDR teams
- You will contribute to new hire onboarding and ramp programs. The Performance Lead is the voice of the floor in enablement design - translating what works in live call activity into structured onboarding content that accelerates new XDR time-to-productivity
Skills
- 2+ years of XDR (SDR, ADR, or BDR) experience, including experience both as an SDR and ADR (Inbound and Outbound). You have done this job at a high level and can demonstrate it
- Quota accomplishment history. You know what it takes to hit and you have done it repeatedly. You have had success that you can draw upon to teach and coach others
- Experience mentoring peers - formal or informal. You have made the people around you measurably better and can describe how
- Working knowledge of the full XDR technology stack: Salesforce, Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Gong, and Glean. You use these tools fluently
- Data fluency. You can read a performance dashboard, identify a pattern, and translate it into a specific coaching action - not a general observation
- Sandler, Challenger or LAER objection handling proficiency. You have a familiarity with these frameworks on live calls. You can teach them because you practice them
- Experience with Hyperbound or equivalent AI call coaching tools. Comfort using AI scoring and scenario tools to identify and close skill gaps
- Cross-regional awareness. Exposure to how XDR motions work in markets outside your own - US, EMEA, or India
- Work on-site at the Center of Excellence (COE) to support hands-on training, collaboration, and culture-building programs
- You'll bring experience using AI and AI-related technologies, ready to thrive here
- You'll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers
- You'll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too
Benefits
- 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
- 8 employee-run resource groups, each with senior leadership and executive sponsorship
Company Overview