What You'll Do
The Seller-Aligned Solution Consultant partners with Sales Executives. This partnership aims to increase average selling price (ASP) and multi-product adoption of Avalara's core compliance solutions. These solutions include Exemption Certificate Management (ECM), Avalara Tax Research (ATR), and AvaTax for Accounts Payable (AP).
You will embed product awareness, discovery discipline, and solution positioning into daily seller motions. This ensures that viable opportunities are not qualified out prematurely and that customers realize the full value of Avalara's platform. The Solution Consultant is a force multiplier for assigned sales teams by influencing deal shape, improving attach rates, and accelerating seller proficiency across multiple products.
This is a seller-aligned overlay role. Sales Executives retain ownership of pipeline, forecasting, and deal close.
You will report to the Senior Manager, Sales and Solutions Consulting.
What Your Responsibilities Will Be
- You will partner with aligned sales teams to lead multi-product adoption of ECM, ATR, and AP across all customers
- You will engage early in sales cycles-discovery through close-to identify attach opportunities and prevent under-scoping of customer needs
- You will influence deal strategy, solution packaging, and positioning to increase ASP and product reach
- Be a secondary voice in customer conversations to enhance credibility, discovery depth, and engagement
- You will help sellers through live deal support, team sessions, coaching, and reinforcement of product talk tracks and use cases
- Identify patterns in seller execution, deal quality, and product positioning and address gaps through targeted enablement
- Participate in outbound and opportunity-generation activities in partnership with Sales Executives
- Collaborate with Functional Solution Consultants, Product Solution Engineers, Product, and Marketing to align execution with product strategy
- Provide structured product-level insights to leadership to support QBRs, GTM planning, and executive reviews
- Represent the voice of the field and customer by surfacing feedback that informs messaging, enablement, and product improvement
What You'll Need to be Successful
- Experience with sales, pre-sales, solution consulting, or a customer-facing commercial role
- Working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows
- Conduct and discovery conversations and translate product capabilities into value
- Comfort operating with multiple partners
- Prior experience selling or supporting ECM, ATR, AP, or related compliance solutions
- 4+ years of experience as a top-performing Sales Executive or overlay consultant
#LI-Remote
Salary Range $234,416.00 - $293,100.00
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.
