What You'll Do We are looking for an experienced and strategic sales leader to join our Existing Business Sales team as the Manager of Account Executives. In this critical role, you will lead a team of Account Executives focused on driving growth with existing customers across the U.S. As a key leader, you will inspire and mentor your team to achieve ARR growth targets, ensure customer satisfaction, and expand strategic relationships. You will report to the Senior Director Sales. (#LI-Hybrid / #LI-Onsite) What Your Responsibilities Will Be Lead, manage a team of Account Executives, ensuring they are equipped to exceed ARR growth, customer satisfaction, and retention goals. Promote a performance-oriented culture by setting clear expectations, monitoring progress, and providing ongoing coaching and feedback. Identify skill gaps and implement tailored training programs to ensure team members excel in sales and customer relationship management. Develop a comprehensive sales strategy for the Account Executive team, aligned with organizational goals. Monitor team performance and pipeline health, applying data insights to guide improvements and achieve results. Oversee strategic relationships with customers, ensuring understanding of their business goals and long-term satisfaction. Guide the team in building trusted advisor roles with partners, from daily users to executive levels across the partner team. Promote value-based selling by helping the team identify cross-sell and upsell opportunities and create compelling business cases. Manage sales management, ensuring the team is maximizing the benefits of CRM systems such as Salesforce, Gainsight and Gong. Provide accurate forecasts and pipeline management reporting to leadership, ensuring transparency and accountability across the team. Standardize best practices for account planning, opportunity management, and negotiation strategies. Partner with our teams such as Marketing, Product, and Customer Success to align strategies and deliver seamless customer experiences. Partner with the Partner team partners to lead customer experience as OneAvalara What You'll Need to be Successful Experience in a leadership role managing a quota-carrying sales team, with demonstrated ability to increase ARR growth. Minimum 8 years of experience in SaaS sales, including at least 3 years managing sales teams. Experience developing sales professionals to exceed targets and grow in their roles. Expertise in sales management practices, including pipeline health monitoring, forecasting accuracy, and account planning. Ability to influence and inspire diverse partners. Industry knowledge in retail, software, logistics, finance, accounting, or tax. Proficiency in Salesforce or similar CRM tools; Gainsight experience. Bachelor's degree required; advanced degree or formal sales management training preferred. How We'll Take Care of You Total Rewards In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. Health & Wellness Benefits vary by location but generally include private medical, life, and disability insurance. Inclusive culture and diversity Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship. Learn more about our benefits by region here: Avalara North America What You Need To Know About Avalara We’re Avalara. We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing nearly 40 billion customer API calls and over 5 million tax returns a year. Last year, we became a billion-dollar business, and our tribe expanded by a cool thousand people - there’s nearly 5,000 of us now. Our growth is real, and we’re not slowing down - not until we’ve achieved our mission - to be part of every transaction in the world. We’re bright, innovative and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. Ownership and achievement go hand in hand here. We instill passion in our people through the trust we place in them. We’ve been different from day one. Join us, and your career will be too. We’re An Equal Opportunity Employer Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.