What You'll Do
You will guide maximum life-time customer value as you lead a team of 8-12 Core Customer Account Managers.
Experience with business accounting concepts, emphasizing sales. You like work with external customers and across departments within Avalara (Customer Success, Professional Services, Support, Marketing, Go Live, and Product Management) to resolve issues and explore opportunities. You will provide teams with clear goals and employ professional management, mentoring, and motivational techniques to guide them to success.
You will report to the Senior Director, Customer Account Management.
Must be located in Durham area. #LI-hybrid
What Your Responsibilities Will Be
- Assume accountability for growing Avalara customers and exceed annual, quarterly, and monthly metrics set by executive leadership and the board of directors;
- Promote upsell and cross-sell growth of customers by understanding customer needs and recommending new add-on solutions and building on upgrade sales to existing Avalara customers; Manages sales cycles ranging from 30 days to 1 year, negotiates complex contracts.
- Lead a growing team of Customer Account Managers.
- Communicate a clear vision, plan, and associated goals for success to your management and direct reports.
What You'll Need to be Successful
- 10 years' experience in a sales and /or leadership position.
- Strong leadership skills emphasizing hands-on coaching and mentoring techniques. Experience setting clear goals for teams and guiding team members to success through demonstration and positive reinforcement.
- Successful track record in reaching or exceeding goals in upsell and cross-sell (existing customer) sales
- Experience as a sales leader selling in small to mid-market territories
- Experience maintaining outstanding external customer relationships, including experience guiding dissatisfied customers to mutually satisfactory solutions.
- Work with people of varied technical and finance backgrounds at entry through "C" level positions in sales scenarios.
- Experience with business accounting practices related to sales. Experience with information systems implementation and support practices.
- Experience using CRM systems (e.g. salesforce.com) to manage account management activities including cases and opportunities
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.
