From Avalara's posting. “We” and “our” refer to the employer.
What You'll Do Avalara is seeking a driven, experienced Senior Account Development Representative (Senior ADR) to join our E-Invoicing & Live Reporting (ELR) Global Sales Development team. In this career-level role, you will lead top-of-funnel pipeline generation for our global e-invoicing and Continuous Transaction Control (CTC) solutions across strategic and enterprise multinational accounts.
As governments worldwide accelerate digital reporting and e-invoicing mandates, multinational enterprises face unprecedented compliance complexity. As a Senior ADR, you will act as a consultative advisor, navigating complex multi-stakeholder organizational structures, diagnosing cross-border ERP and billing systems landscapes, and architecting bespoke outbound prospecting strategies that open doors for Enterprise Account Executives.
#LI-Onsite What Your Responsibilities Will Be Strategic Outbound Prospecting & Enterprise Pipeline Creation Formulate and execute tailored account-based prospecting strategies targeting Tier-1 and Tier-2 multinational enterprises fitting Avalara's Ideal Customer Profile (ICP). Design custom, multi-channel outbound campaigns (phone, personalized email, LinkedIn Sales Navigator, video, and executive door-openers) that go beyond standard templates to engage VP- and C-level finance, tax, and IT leaders.
Evaluate market signals, trigger events, regulatory deadlines, and technology stack footprints to identify high-propensity buying windows across global jurisdictions. Consistently achieve and exceed monthly and quarterly quotas for Sales Qualified Leads (SQLs) and sourced pipeline revenue.
Advanced Discovery & Value-Based Qualification Conduct consultative, multi-threaded discovery conversations to evaluate complex enterprise environments, systems integration dependencies (e.g., SAP, Oracle, NetSuite, Workday), and multi-country mandate exposure. Apply advanced qualification methodologies (such as SPICED or MEDDPICC) to assess pain points, business impact, decision criteria, and implementation timelines.
Challenge senior decision-makers to evaluate holistic, platform-based global compliance solutions rather than fragmented, country-by-country fixes. Accurately qualify prospective opportunities to ensure high conversion rates and seamless handoffs to Enterprise Account Executives. Strategic Account Planning & Cross-Functional Orchestration Partner proactively with Enterprise Account Executives and Regional Sales Directors to build and refine account penetration blueprints for named enterprise territories.
Collaborate closely with Product Marketing, Partner Alliances (ERP/System Integrators), and Demand Generation teams to align field outreach with campaign motions and channel initiatives. Provide continuous market feedback on buyer sentiment, emerging regulatory nuances, and messaging resonance to refine GTM strategies. Peer Mentorship, Innovation & Process Leadership Serve as an informal team lead and onboarding mentor, conducting live call shadowing, role-playing, and objection-handling coaching for junior ADRs (I1/I2).
Test and evaluate emerging outbound technologies, AI research utilities, and prospecting plays, sharing best practices to enhance team-wide efficiency and conversation conversion. Contribute directly to the evolution of Avalara's global e-invoicing prospecting playbooks and messaging frameworks. Operational Excellence & Data Governance Maintain rigorous CRM hygiene by documenting all account research, org hierarchy mappings, stakeholder touchpoints, and opportunity progression in Salesforce.
Analyze individual funnel metrics and conversion rates to continuously optimize prospecting cadences and outreach yield What You'll Need to be Successful Experience: 3–5+ years of successful B2B inside sales, account development, or sales development experience, with a proven track record targeting mid-market and enterprise accounts within SaaS, fintech, ERP, or compliance technology environments. Track Record: Documented history of consistently achieving and exceeding outbound quota targets and key performance metrics.
Domain & Business Acumen: Strong understanding of enterprise finance, tax, procurement, or ERP application ecosystems (SAP, Oracle, NetSuite), with the ability to quickly master global e-invoicing and CTC regulatory frameworks. Communication & Influence: Exceptional written, verbal, and consultative presentation skills; demonstrated executive presence and confidence navigating complex, multi-stakeholder enterprise buying committees.
Autonomy & Strategic Thinking: Proven ability to operate independently with minimal day-to-day direction, demonstrating initiative in designing custom prospecting plays and prioritizing high-impact accounts. Tech Stack Fluency: Proficiency with modern sales and revenue technology stacks (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, Gong, ZoomInfo, 6sense) and AI productivity tools. Education: Bachelor’s degree in Business, Marketing, Finance, Communications, or equivalent practical experience.
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. What You Need To Know About Avalara We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down 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. 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.
Responsibilities
Strategic Outbound Prospecting & Enterprise Pipeline Creation Formulate and execute tailored account-based prospecting strategies targeting Tier-1 and Tier-2 multinational enterprises fitting Avalara's Ideal Customer Profile (ICP). Design custom, multi-channel outbound campaigns (phone, personalized email, LinkedIn Sales Navigator, video, and executive door-openers) that go beyond standard templates to engage VP- and C-level finance, tax, and IT leaders. Evaluate market signals, trigger events, regulatory deadlines, and technology stack footprints to identify high-propensity buying windows across global jurisdictions. Consistently achieve and exceed monthly and quarterly quotas for Sales Qualified Leads (SQLs) and sourced pipeline revenue. Advanced Discovery & Value-Based Qualification Conduct consultative, multi-threaded discovery conversations to evaluate complex enterprise environments, systems integration dependencies (e.g., SAP, Oracle, NetSuite, Workday), and multi-country mandate exposure. Apply advanced qualification methodologies (such as SPICED or MEDDPICC) to assess pain points, business impact, decision criteria, and implementation timelines. Challenge senior decision-makers to evaluate holistic, platform-based global compliance solutions rather than fragmented, country-by-country fixes. Accurately qualify prospective opportunities to ensure high conversion rates and seamless handoffs to Enterprise Account Executives. Strategic Account Planning & Cross-Functional Orchestration Partner proactively with Enterprise Account Executives and Regional Sales Directors to build and refine account penetration blueprints for named enterprise territories. Collaborate closely with Product Marketing, Partner Alliances (ERP/System Integrators), and Demand Generation teams to align field outreach with campaign motions and channel initiatives. Provide continuous market feedback on buyer sentiment, emerging regulatory nuances, and messaging resonance to refine GTM strategies. Peer Mentorship, Innovation & Process Leadership Serve as an informal team lead and onboarding mentor, conducting live call shadowing, role-playing, and objection-handling coaching for junior ADRs (I1/I2). Test and evaluate emerging outbound technologies, AI research utilities, and prospecting plays, sharing best practices to enhance team-wide efficiency and conversation conversion. Contribute directly to the evolution of Avalara's global e-invoicing prospecting playbooks and messaging frameworks. Operational Excellence & Data Governance Maintain rigorous CRM hygiene by documenting all account research, org hierarchy mappings, stakeholder touchpoints, and opportunity progression in Salesforce. Analyze individual funnel metrics and conversion rates to continuously optimize prospecting cadences and outreach yield
Qualifications
Experience: 3–5+ years of successful B2B inside sales, account development, or sales development experience, with a proven track record targeting mid-market and enterprise accounts within SaaS, fintech, ERP, or compliance technology environments. Track Record: Documented history of consistently achieving and exceeding outbound quota targets and key performance metrics. Domain & Business Acumen: Strong understanding of enterprise finance, tax, procurement, or ERP application ecosystems (SAP, Oracle, NetSuite), with the ability to quickly master global e-invoicing and CTC regulatory frameworks. Communication & Influence: Exceptional written, verbal, and consultative presentation skills; demonstrated executive presence and confidence navigating complex, multi-stakeholder enterprise buying committees. Autonomy & Strategic Thinking: Proven ability to operate independently with minimal day-to-day direction, demonstrating initiative in designing custom prospecting plays and prioritizing high-impact accounts. Tech Stack Fluency: Proficiency with modern sales and revenue technology stacks (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, Gong, ZoomInfo, 6sense) and AI productivity tools. Education: Bachelor’s degree in Business, Marketing, Finance, Communications, or equivalent practical experience.
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