Avalara is seeking an experienced and strategic Director of Revenue Operations to lead initiatives focused on CRM optimization, Quote-to-Cash (Q2C) process improvement, and system enhancement projects.

This leader will partner closely with the Revenue Strategy organization to execute cross-functional projects and enable data-driven decision-making — without direct ownership of pipeline management or revenue KPIs.

The ideal candidate combines deep Salesforce expertise, strong understanding of Q2C processes, and proven success delivering scalable operational improvements in SaaS environments. #LI-Remote

CRM & Systems Optimization

• Own the vision and roadmap for the CRM and supporting tools (primarily Salesforce and CPQ) to drive process efficiency, automation, and scalability.
• Partner with IT, Sales, and Finance to design, prioritize, and deliver system enhancements and integrations aligned with go-to-market strategies.
• Improve CRM architecture, governance, and user experience to ensure high data quality and adoption across global teams.
• Collaborate with Revenue Strategy and Analytics to ensure systems support accurate forecasting, segmentation, and performance insights.

Quote-to-Cash (Q2C) Process Enablement

• Evaluate and optimize the end-to-end Q2C lifecycle — lead management, quoting, contracting, billing, and renewals — to enhance speed, accuracy, and visibility.
• Partner with Finance, Legal, and Product Operations to ensure alignment of pricing, packaging, and order management workflows.
• Lead process improvement and automation initiatives to reduce manual effort and improve data flow between Salesforce, CPQ, billing, and ERP systems.
• Support system integrations and architecture that enable seamless handoffs between GTM, Finance, and Customer Success functions.

Revenue Strategy Partnership

• Act as a key operational partner to the Revenue Strategy organization, supporting strategic projects, initiatives, and analytics enablement.
• Translate business requirements into actionable system and process improvements.
• Drive change management and readiness activities for new tools, workflows, and go-to-market models.
• Contribute to the development of operational plans, documentation, and enablement programs.

Technology Innovation & System Enhancements

• Oversee planning and execution of system-related projects, leveraging project management tools such as Jira and Confluence.
• Identify opportunities to apply AI and automation tools (e.g., Salesforce Einstein, N8N, Gong, ChatGPT integrations) to improve forecasting, efficiency, and decision support.
• Partner with IT and vendors to evaluate and implement new technologies that enhance sales and revenue operations productivity.
• Proactively monitor system performance and user feedback to identify areas for improvement.

• 7+ years of experience in Revenue Operations, Sales Operations, or Business Systems, including 3+ years in leadership roles.
• Expertise in Salesforce administration and optimization, including Salesforce CPQ and integrations with ERP/billing systems.
• Experience leading system enhancement initiatives and process improvement projects.
• Strong understanding of Q2C processes, sales lifecycle management, and SaaS revenue models.
• Excellent communication and collaboration skills across Sales, Finance, IT, and Marketing.
• Experience leading cross-functional initiatives without direct ownership of business KPIs.

Preferred Skills

• Experience with Salesforce Enterprise Territory Management (ETM).
• Familiarity with Jira, Confluence, and structured project management methodologies.
• Exposure to AI and automation tools supporting sales or revenue operations.
• Strong understanding of SaaS subscription and recurring revenue models.
• Comfortable working in fast-paced, matrixed environments with multiple stakeholders.

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.

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.