What You'll Do

As a Sr. Strategic Partner Manager, you will help shape the future of Avalara's technology partner ecosystem by leading relationships with some of our most important strategic partners. Reporting to the Director, Strategic Partnerships, you will build and execute growth strategies that accelerate annual recurring revenue, strengthen executive alignment, and expand joint innovation across key technology platforms. You will work across Sales, Product, Marketing, Customer Success, and Executive Leadership to turn ecosystem opportunities into measurable business outcomes for Avalara, our partners, and our customers. This is a remote position.

#LI-Remote

What Your Responsibilities Will Be

• Serve as the executive relationship lead for a portfolio of strategic technology partners, including point-of-sale and ecommerce platform partners.
• Build and execute multi-year growth strategies that increase revenue, customer success, and partner profitability.
• Develop and manage rolling 12-month joint product and go-to-market plans that align partner priorities with Avalara innovation.
• Lead cross-functional initiatives across Product, Sales, Marketing, Customer Success, and Partner teams to achieve shared business goals.
• Identify ecosystem opportunities and risks and drive action plans that improve performance and strengthen partnerships.
• Build data-driven business cases that influence investment decisions, product priorities, partner programs, and commercial terms.
• Analyze partner performance data, identify trends, and recommend actions that accelerate growth and improve retention.
• Establish performance frameworks and success metrics that measure partner impact and program effectiveness.
• Partner with internal and external stakeholders to resolve customer and partner challenges and improve key business outcomes.
• Present recommendations, progress updates, and strategic plans to senior leaders and partner executives.

What You'll Need to be Successful

• 3+ years of experience in strategy consulting and/or go-to-market business development.
• 3+ years of experience managing Strategic Partnerships with technology platforms, including ecommerce platforms, point-of-sale platforms, ERPs, billing & invoicing software, and agentic commerce and AI leaders. Experience in the Toast, Clover, Square, Shift4, and WooCommerce ecosystems especially valuable.
• Proven success developing and executing partnership strategies that deliver long-term revenue growth and strong customer and partner outcomes.
• Strong analytical, business planning, and project leadership skills, with the ability to use data to drive decisions and influence cross-functional teams.
• Experience working with product roadmaps, technical product management concepts, and joint innovation initiatives.
• Demonstrated ability to thrive in ambiguous environments, build executive-level relationships, lead through influence, and use emerging technologies, including AI-enabled tools and insights, to improve decision-making and business results.
• Willingness to travel (15%-20%)

The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations.

Colorado $126,000-$201,600 [annually]

Washington $126,000-$222,800 [annually]

California $126,000-$244,000 [annually]

NYC $139,200-$244,000 [annually]

The pay range above is the general base pay range for a successful candidate in the state listed. The successful candidate's actual salary/wage may be based on various factors, such as geographic location, candidate experience and qualifications, as well as market and business considerations.

This role is eligible for an annual bonus based on individual and company performance, depending onthe terms of the applicable plan and the employee's role.

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.