What You'll Do Avalara is looking for a sales leader to join our Strategic Named Accounts organization, the team responsible for growth across our most important Fortune 1000 relationships. Our Strategic Named Accounts team operates at the intersection of cross-sell, retention, and net new logo acquisition across a curated list of the world's largest multinational enterprises. You will lead a verticalized team of Strategic Account Executives and partner with Customer Success Managers, Strategic Alliance Managers, Account Development Reps, and Solutions Engineers. You will report to the Director, Enterprise Sales and can work remotely. Why This Role Avalara's Strategic Named Accounts team is one of the highest-priority growth engines in the company. We staff the team, we climb product attach rates, and our ERP partner ecosystem generates a record pipeline. You will shape how Avalara sells to the world's largest enterprises for years to come. What Your Responsibilities Will Be What You'll Do You will lead a high-performing team of Strategic Account Executives focused on Avalara's Fortune 1000 Named Account list. This team will increase cross-sell expansion into existing customers while developing a net new logo pipeline in enterprise whitespace accounts. These accounts have $5B+ annual revenue with subsidiaries. Your team works across markets including Manufacturing, Wholesale and Distribution, Retail, Software, and Transportation. Aligned both existing named accounts and prospect those whitespace opportunities in the same verticals. Protect, grow, and hunt. That dual motion defines our model. Main responsibilities include: Team Leadership and Culture: Coach Senior Strategic Account Executives and their aligned Customer Support Manager partners. Build a culture of accountability, urgency, and disciplined execution. Revenue Accountability: Manage team quota across expansion bookings, net new ARR, and renewal rate. Guide multi-product attach across AvaTax, ECM, Managed Returns, Property Tax, 1099, ELR, Cross-Border, and License Management. Go-to-Market Strategy: Implement Avalara's Named Account GTM strategy using account heat maps, CAPDB grading, and product whitespace analysis to focus your team's time where it matters most. Partner and Ecosystem Execution: Improve co-sell pipeline through ERP partner field teams (SAP, Oracle, Workday) and Global Systems Integrators including the Big 4 and regional SIs. Forecast and Pipeline Thoughtfulness: Own accurate weekly and quarterly forecasting. Maintain 3x pipeline coverage and coach reps on qualification, deal velocity, and closing strategy. Collaboration: Connect your sellers with Product, Marketing, Professional Services, and Strategic Alliances. Translate our priorities into rep-level execution. Reporting: Deliver business reviews grounded in renewal rate, expansion ARR, net new logo conversion, pipeline coverage, and GSI attach rate. What You'll Need to be Successful 5+ years of enterprise SaaS or technology sales experience with at least 2+ years in a leadership capacity Track record managing a team selling complex solutions to Fortune 1000 organizations through long sales cycles, multi-threaded executive relationships, and RFPs Familiarity with SAP, Oracle, or Workday ecosystems and how ERP transformation cycles create buying moments Demonstrated team quota overachievement, not just individual performance Experience managing geographically distributed, vertically focused teams Co-own outcomes in a matrixed environment with CSMs, SAMs, ADRs, and SEs C-suite relationship fluency with Chief Tax Officers, CFOs, and VP-level buyers Experience driving partner-sourced pipeline through GSI and ERP co-sell programs #LI-Remote 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.