What You'll Do
We are looking for an Enterprise Account Executive to join our SaaS Sales team, focused on growing existing Enterprise customers across the U.S. We are looking for a record in Enterprise relationship management, sales growth, and a focus for customer success. With accountability to Annual Recurring Revenue (ARR) growth, customer satisfaction, and retention, the Account Executive will help achieve our goals. You will report to the Senior Manager of Enterprise.
This role must be located in Durham #Hybrid What Your Responsibilities Will Be
Customer Relationship Management: Develop strategic relationships with partners across customer organizations, from daily users to executive levels. You will be the trusted advisor for clients, understanding their goals, and compliance needs. Demonstrate value and engage customers to ensure they are maximizing the benefits of their current investments, and understanding the value of additional features and products.
Improve Sales Growth: Improve ARR targets by creating, managing, and expanding a pipeline of opportunities within assigned accounts. Identify cross-sell and upsell opportunities, create compelling business cases, and achieve quota. Provide forecasts and risk analyses, tracking customer interactions within CRM tools such as Salesforce.
Account Management and Strategic Execution: Develop and refine comprehensive account plans aimed at delivering sales targets and exceeding customer expectations. Lead negotiations to secure favorable terms, close deals, and exceed revenue goals. Experience establishing communication and engagement with prospects for sales calls, product presentations, webinars, and in-person meetings, ensuring every customer interaction is insightful and value-driven.
Solution-Oriented Approach: Analyze customers' pain points and compliance goals, offering tailored solutions that align with their business goals. Follow up to assess satisfaction, address latest needs, and identify additional revenue opportunities.
Collaboration: Collaborate with our teams such as Marketing and Customer Success to provide a cohesive, seamless customer experience that prioritizes satisfaction and retention. Partner across the organization to provide a unified approach to customer engagement and value delivery.
What You'll Need to be Successful
- Experience in a quota-carrying B2B sales role, specifically in selling to an existing customer base.
- Minimum 4 years' experience in SaaS sales, with a preference for those with expertise in the financial, tax, or compliance industry.
- Understand and application of sales management practices, including opportunity generation, pipeline management, and forecasting.
- Experience balancing multiple sales opportunities.
- Industry knowledge in retail, software, logistics, finance, accounting, or tax.
- Formal sales training and a relevant bachelor's degree.
- Proficient in desktop productivity tools and CRM systems (e.g., Salesforce, Gainsight).
The On Target Earnings "OTE" range(s) below are provided in compliance with state specific laws. Pay ranges may be
different in other locations.
Colorado $179,100-$286,700
Washington $179,100-$316,700
California $179,100-$346,900
NYC $197,900-$346,900
Avalara is an AI-first Company
AI is embedded in our workflows, decision-making, and products. Success here requires embracing AI as an essential capability.
- 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.
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.
