We are looking for an experienced and consultative Account Development Representative (ADR) who is passionate about outbound prospecting and business development. You will be experienced in driving opportunities through outbound prospecting and in creating qualified opportunities for our sales team. As an ADR, you will help build Avalara's outbound engine and driving proactive market engagement.

You will report to our Sales Development Leader.

• You will drive outbound prospecting through multi-channel campaigns (phone, email, LinkedIn) to create new business opportunities.
• You will research and personalize outreach to target accounts and main decision-makers, ensuring relevance and impact in conversations.
• Conduct consultative conversations to uncover prospect pain points, qualify needs, and set up high-quality discovery meetings for Sales Executives.
• Collaborate with Sales and Marketing on account-based strategies, while providing feedback on messaging and targeting effectiveness.
• Maintain accurate pipeline data by tracking activities, leads, and opportunities in Salesforce, ensuring visibility and accountability.

• Minimum 3 years of sales experience in a similar role (ADR, BDR, or Sales Executive) within B2B professional services, with direct exposure to longer and more complex sales cycles.
• Experience in outbound prospecting and pipeline generation.
• Experience engaging large/enterprise accounts is a must, tailoring outreach to multiple stakeholders and navigating complex account structures.
• A consultative sales approach with the confidence to hold high-value conversations and challenge prospects constructively.
• Expertise in CRM systems (Salesforce or equivalent) for accurate activity tracking and pipeline management.
• Experience communicating product benefits appropriate for each prospect.
• Collaborative mindset, able to partner effectively with Sales and Marketing on account-based strategies.

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.

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.