Build the Engine. Restore the Rigor. Scale What Works.
Avalara is entering its next phase of growth. As we evolve from a predominantly inbound-led motion to a more balanced inbound and outbound strategy, Sales Development sits at the center of pipeline creation and revenue acceleration.
We are seeking a Vice President of Sales Development who can lead at global scale installing operational rigor, strengthening leadership discipline, and building a predictable, data-driven pipeline engine that fuels our go-to-market organization.
This is a high-impact leadership role responsible for stabilizing and elevating a 200+ person global SDR organization while partnering closely with Marketing, Sales, and RevOps to drive measurable SQL performance.
This position will require extensive time in our Durham, NC headquarters. Location preference is East Coast.
#LI-Hybrid
What Your Responsibilities Will Be
Operational Rigor & Performance Management
Establish clear inspection cadence, performance dashboards, and daily accountability rhythms across the SDR organization.
Drive clarity in waterfall metrics (MQL → SAL → SQL → Revenue) with transparent reporting and productivity modeling.
Implement structured bottom-quartile management and performance coaching frameworks.
Ensure leaders at every level model discipline, presence, and accountability.
Global Pipeline Creation (Inbound + Outbound)
Own global SQL production across all segments and geographies.
Strengthen alignment with Marketing to ensure quality, conversion, and efficient demand capture.
Build scalable outbound motions, including expanded capabilities in India.
Operationalize territory-based SDR models with clear ownership and accountability.
Capacity & Productivity Modeling
Build and maintain rigorous headcount and ramp models tied to SQL and revenue targets.
Translate hiring plans into productivity assumptions grounded in data.
Partner with Finance and RevOps to ensure pipeline forecasts reflect real performance drivers.
Global Leadership & Talent Development
Lead 4 Directors and multi-level SDR teams across US, UK, and India.
Build second-line leadership strength, particularly in India.
Develop early-career talent with clear progression pathways and coaching frameworks.
Establish strong skip-level engagement and leadership visibility.
Digital & Process Innovation
Introduce scalable automation and AI-enabled prospecting where it enhances productivity.
Ensure innovation builds on strong fundamentals, not at their expense.
Optimize use of Salesforce, Outreach, Gong, and related sales technologies.
What You'll Need to be Successful
15+ years in B2B revenue or sales leadership, including 7+ years leading large, distributed SDR or inside sales organizations.
Demonstrated experience leading 150+ person global teams, including US and India.
Proven track record installing operational discipline and performance rigor in complex environments.
Deep understanding of SDR productivity math, ramp modeling, and pipeline forecasting.
Experience building or scaling outbound engines.
High emotional intelligence paired with high standards of accountability.
Comfort navigating ambiguity while bringing clarity and structure.
Who You Are
Operationally rigorous and data fluent.
Calm under pressure and decisive in execution.
Direct, clear, and transparent in communication.
A leader who models ownership and urgency.
A builder who respects fundamentals.
Globally minded and culturally aware.
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.