Are you energized by the idea of running your own SaaS business line—without the red tape? Avalara is looking for a General Manager to lead Avalara Exemption Certificate Management (ECM), the third largest solution in our Core portfolio. This is a rare opportunity to operate as a mini-CEO at a GM-led tech company, with full accountability for results and direct influence across product, sales, engineering, and marketing.
As GM, you’ll shape the long-term strategy, define the roadmap, and drive execution to exceed growth targets. You’ll balance strategic clarity with hands-on hustle, operating in a cross-functional environment where speed, creativity, and influence matter more than hierarchy.
This is a highly visible leadership role reporting to the GM of the Core Business unit. We’re looking for a builder, an operator, and a business-minded leader ready to scale a product and create impact.
What Your Responsibilities Will Be
Lead the strategic direction and execution of the ECM business, including the creation and execution of a multi-year business plan business plan, market expansion, and cross-functional coordination.
Achieve growth targets and financial metrics.
Identify and achieve KPIs that align to growth, profitability, customer satisfaction and loyalty.
Embrace AI to maintain our leadership position.
Drive revenue growth and operational efficiency by aligning product, sales, marketing, and engineering efforts around clearly defined goals.
Own the end-to-end GTM strategy, ensuring alignment across product positioning, demand generation, customer acquisition, and retention.
Act as a “mini-CEO” for the business—making data-driven decisions, tracking KPIs, and adjusting priorities to meet or exceed plan.
Identify and prioritize enhancements to the ECM product in partnership with engineering and product teams.
Create and maintain strong internal relationships, building trust and collaboration across sales, marketing, product, engineering, and customer success.
Be the voice of the business in internal forums, sharing insights, surfacing risks, and presenting growth strategies to leadership.
Navigate ambiguity and operate with urgency, driving toward results in a fast-paced, matrixed environment.
Explore and implement AI and automation opportunities to improve product value, customer experience, and internal efficiency.
What You'll Need to be Successful
10+ years of experience in a cross-functional leadership role, ideally managing a business line or product in the accounting, compliance, or SaaS space.
Experience leading GTM strategy across product, marketing, and sales functions.
Strong P&L ownership experience, with a track record of revenue growth and operational scale.
Experience leveraging AI or automation to improve customer value and business efficiency.
Proven ability to influence without direct authority in a matrixed organization.
Comfortable building structure in ambiguous or lightly resourced environments.
Strong communicator and trusted leader across functions and levels.
Bachelor’s degree in business, finance/accounting, software, or operations; MBA, JD, or equivalent experience preferred.
Why This Role Stands Out
Run a Business, Not a Function: You’ll lead strategy, revenue, and execution. This is true general management role inside a high-growth tech company that is GM led.
AI-First Innovation: You’ll drive AI-powered transformation in a space that’s historically manual.
Support + Autonomy: You’ll work with an experienced, thoughtful leader (Greg Chapman) who will support your success—without micromanagement.
High Visibility: ECM sits within Avalara’s Core portfolio and is our third largest revenue generator.
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.