Note: The job is a remote job and is open to candidates in USA. Avalara is an AI-first company providing a cloud compliance platform that connects tax and technology. The Sales Operations Manager will lead the strategy, design, and execution of lead routing, distribution, and CRM workflows, ensuring accurate assignment and scalable performance across the go-to-market funnel. This individual contributor will drive automation, AI-enabled process improvements, system configuration, data governance, and cross-functional operational initiatives.
Responsibilities
- Own the design and governance of lead routing and distribution across all go-to-market teams
- Define and enforce routing SLAs, capacity models, and assignment logic
- Ensure alignment between routing strategy and evolving GTM priorities (Sales, SDR, Partner, Marketing)
- Act as the escalation point for complex routing issues and systemic gaps
- Drive execution of routing solutions across LeanData, Distribution Engine, Chili Piper, and Salesforce
- Coordinate work across internal admins, developers, and operations partners to deliver scalable solutions
- Translate business requirements into technical designs and ensure high-quality implementation
- Establish QA and testing standards for routing changes and enhancements
- Oversee Salesforce workflows supporting lead management and routing
- Define and maintain data quality standards, including deduplication, enrichment, and validation
- Partner with Marketing Ops and Business Operations to ensure lifecycle alignment (MQL → SQL)
- Identify inefficiencies and eliminate manual routing workarounds
- Design and implement scalable automation across the routing and CRM ecosystem
- Identify opportunities where AI can improve daily work, incorporating AI-driven improvements to optimize lead routing, distribution processes, and tool configurations
- Standardize processes to support consistency, maintainability, and growth
- Define and track key routing performance metrics (SLA adherence, response times, routing accuracy, lead leakage)
- Identify bottlenecks and drive improvements that increase speed-to-lead and conversion
- Provide actionable insights to Sales and Marketing leadership to inform resourcing and GTM decisions
Skills
- 5+ years in Sales Operations, Marketing Operations, or Revenue Operations in a high-growth, scalable environment
- Proven experience owning and scaling lead routing and distribution processes
- Deep, hands-on expertise with LeanData, Distribution Engine, and Chili Piper (required)
- Strong understanding of lead lifecycle, pipeline management, and GTM operations
- Experience leading cross-functional initiatives without direct authority
- Ability to translate business needs into scalable system and process solutions
- Analytical mindset with a focus on driving measurable outcomes
- Strong communication skills with the ability to influence across stakeholders
- Demonstrated experience applying AI in previous work, specifically using AI to improve operational outcomes, efficiency, or quality in routing/distribution processes or systems (Candidates will be assessed on how they apply AI through real examples and outputs)
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
Company H1B Sponsorship