Note: The job is a remote job and is open to candidates in USA. Avalara is a cloud-based company providing an AI-powered global compliance platform. The Senior Go-To-Market Live Trainer will lead instructor-led and virtual training for go-to-market teams, supporting onboarding, seller development, sales methodology adoption, manager enablement, and strategic training events. The role connects training delivery to seller performance, ramp velocity, pipeline generation, quota attainment, and revenue outcomes.
Responsibilities
- Be a primary facilitator for instructor-led and virtual instructor-led training across the GTM organization, supporting new hire onboarding and the ongoing development of tenured sellers
- Deliver engaging, skills-focused training sessions that promote knowledge retention, behavioral application, and measurable performance improvement
- Work within a Line of Business-aligned enablement team to execute program content with consistency, audience relevance, and fidelity to the established learning strategy
- Adapt delivery in real-time based on audience feedback, performance observations, and input from LoB leadership
- Facilitate training anchored in MEDDPICC and Value Selling, ensuring sellers can apply methodology to active deals rather than simply recall frameworks
- Lead live roleplay, deal coaching, and scenario-based practice that connect classroom learning directly to field execution
- Be a credible methodology resource for sellers and frontline managers, reinforcing skills across formal training and ongoing coaching engagements
- Deliver training programs that extend beyond methodology to enable GTM teams on product knowledge, pricing, and forecasting, supporting a complete seller skill set
- Utilize AI-powered roleplay and conversation intelligence platforms, including Hyperbound and Gong, to extend methodology practice and coaching feedback between live sessions
- Deliver targeted outbound sales enablement training, equipping sellers to build pipeline and execute high-conversion outbound prospecting strategies
- Deliver targeted upskilling programs for tenured sellers, addressing skill gaps, evolving sales motions, and the ongoing development needs of experienced GTM professionals
- Provide real-time coaching feedback to accelerate skill development and support seller progression
- Surface recurring skill gaps and performance trends to Learning Strategy leadership, informing curriculum updates and coaching prioritization
- Facilitate Train the Trainer programs that equip internal Subject Matter Experts, frontline sales managers, and peer facilitators to deliver and reinforce training content
- Certify internal facilitators and uphold delivery standards established by enablement leadership to ensure program consistency and quality
- Share field observations and facilitation insights with the enablement team to support the continuous improvement of Train the Trainer program design
- Deliver coaching programs and structured learning experiences designed for frontline sales managers, equipping them to reinforce methodology, conduct effective deal reviews, and develop their teams
- Partner with sales leadership to identify manager coaching priorities and tailor delivery to address performance gaps within their teams
- Be a lead facilitator for major GTM events, including Sales Kick-Offs (SKOs), regional summits, and targeted enablement bootcamps
- Deliver training with the precision, energy, and professionalism that high-stakes GTM events require
- Coordinate with Learning Strategy and Enablement Operations to ensure seamless delivery execution across all live event formats
- Maintain clear visibility into the performance metrics of your assigned Line of Business. These metrics include rep ramp time, pipeline generation, and quota attainment. They inform training priorities in partnership with the enablement team and LoB leadership
- Participate in structured feedback review cycles, sharing post-session observations, seller performance signals, and field intelligence to surface what is working, what requires refinement, and where skill gaps are emerging
- Represent the facilitator's perspective in business reviews, contributing insight into skill trends, engagement patterns, and training effectiveness for your assigned Line of Business
Skills
- • Bachelor's degree in Business, Communications, Education, Learning & Development, Organizational Development, or a related field required
- • We will consider an equivalent combination of education and professional experience
- • 4–7+ years of experience in B2B revenue enablement, sales training, or quota-carrying sales, with a demonstrated record of live training facilitation for sales professionals
- • Proven facilitation skills in both ILT and VILT formats, across cohort workshops and large-scale sales events
- • Fluency in a recognized B2B sales methodology such as MEDDPICC, Value Selling, Challenger, or MEDDIC
- • Proven track record of delivering live training that supports rigorous rep certification programs across sales enablement disciplines
- • Expertise facilitating Train the Trainer programs that certify internal facilitators and build scalable training capacity
- • Ability to operate within a structured enablement team, building within a defined scope while collaborating with enablement partners
- • Data-informed approach to facilitation: comfortable interpreting performance data, assessment trends, and business metrics to adjust training priorities
- • Exceptional experience responding to prospect emails, phone calls, and demo requests, with the ability to engage and motivate experienced sales professionals in live and virtual environments
- • Willingness to travel domestically and internationally for SKOs, regional summits, and in-person training events
- • Dynamic Facilitation: Commands live and virtual training environments with energy, authority, and adaptability, consistently delivering sessions that engage experienced sales professionals and drive skill retention
- • Methodology Credibility: Earns trust from sellers and frontline managers through applied fluency in B2B sales methodology, translating frameworks into practical application in sales conversations and deal strategy
- • Collaborative Execution: Operates effectively within a structured enablement team, executing with precision within a defined scope while actively contributing to team feedback and continuous improvement
- • Field Intelligence: Translates facilitation observations into actionable insight, consistently surfacing what is working, what needs refinement, and where the business requires focus
- • Results Orientation: Maintains clear line of sight to the success metrics of the Line of Business served, connecting every training touchpoint to seller performance, ramp velocity, and revenue outcomes
- • You'll bring experience using AI and AI-related technologies, ready to thrive here
- • We prefer professional certifications in adult learning, facilitation, or sales enablement, including ATD CPLP, Kirkpatrick Certification, or an accredited sales methodology credential
- • Direct experience with MEDDPICC or Value Selling frameworks
- • Direct B2B sales experience with quota-carrying sellers and their frontline managers
- • Prior experience training outbound sales motions, including prospecting methodology, cold outreach strategy, and pipeline generation, for SDR, BDR, or outbound AE audiences
- • Familiarity with territory-based sales models and the ability to tailor delivery to the needs of geographically or vertically segmented teams
- • Experience with AI-powered enablement platforms, including conversation intelligence and AI roleplay tools such as Hyperbound and Gong
- • Experience with enablement content and LMS platforms such as Highspot, WorkRamp, or equivalent
Benefits
- Great compensation package
- 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
- Eight employee-run resource groups, each with senior leadership and executive sponsorship
Company Overview