What You'll Do As a Manager of the Account Management team, you will lead a team of 8-10 Account Executives and enable them to exceed the defined sales goals, comprising of upgrades, cross sell and retention across the North Americas territory. This role s a multi-million quota carrying role and will involve working a large set of existing accounts. Existing Business sales is the most important business vertical under Revenue organization and you will report to the Director of Existing Business. This role is an on-site hybrid role based out of Pune What Your Responsibilities Will Be On a day-to-day & monthly basis you will: Coach and mentor your team on territory mapping, account research, identifying opportunities, build a strong pipeline of upgrade and cross-sell opportunities Monitor and assist progression of opportunities through Account Reviews, Consultative Selling, Negotiation, Discounting, POCs and collaborating with various internal teams Accurately forecast monthly bookings and build a plan to increase wallet share with whitespace products and increase ARR for your base Solve customer’s issues, educate them to increase adoption % usage, aggressively protect & retain book of business for your base and increase GRR% What You'll Need to be Successful To be successful in this role, you will: Typically have 12 years of quota carrying % deal closing experience in International sales / account management, from a technology background 5 years of experience managing quota carrying Account Managers or sales Executives Be required to work in a fast paced ( I mean it) constantly changing ( again, I mean it) SaaS environment Have proved examples of resolving bottlenecks in the sales process Have delivered quota to the tune of multi-millions dollars 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.