What You’ll Do

We are looking for an experienced Sales Development Representative (SDR) Manager to lead and scale our E-Invoicing & Live Reporting sales development function. Reporting to the Senior Director, Global Sales, you will own the top of the funnel: building, coaching, and inspiring a high-performing team of SDRs who generate qualified pipeline for our global e-invoicing and live reporting solution.

You will lead a team of 6 SDRs responsible for both outbound prospecting and inbound demand qualification, generating qualified pipeline across the full top of the funnel.

This is a leadership role for someone who thrives in a fast-moving, mandate-driven market. As governments worldwide accelerate e-invoicing and continuous transaction control (CTC) mandates, demand for compliant, scalable solutions is surging. You will be at the front of that wave, shaping how we identify, engage, and qualify the right multinational prospects.

What Your Responsibilities Will Be

Team Leadership & Development

• Recruit, onboard, and retain a team of 6 XDRs (SDRs) responsible for both outbound prospecting and inbound demand qualification for the ELR solution.
• Coach reps on prospecting fundamentals, messaging, objection handling, and qualification frameworks across both outbound and inbound motions.
• Run regular 1:1s, call reviews, and skills-development sessions to build a culture of continuous improvement.
• Create clear career pathing to develop XDRs into future Account Executives and specialists.

Pipeline Generation & Performance Management

• Own and consistently exceed team targets for qualified meetings, opportunities, and sourced pipeline.
• Set and manage KPIs across activity, conversion, and pipeline quality; hold the team accountable to a metrics-driven cadence.
• Balance and optimise the team’s split across outbound-sourced and inbound-sourced pipeline, ensuring both motions consistently deliver.
• Partner with Marketing to convert campaigns, events, and inbound demand into qualified pipeline.
• Ensure alignment with the Ideal Customer Profile (ICP)

Strategy & Process

• Refine outbound sequences, messaging, and territory/account plans in line with the ELR messaging architecture and mandate-driven market dynamics.
• Continuously improve prospecting playbooks, cadences, and tooling to increase efficiency and effectiveness.
• Maintain data hygiene and accurate forecasting in Salesforce; report on team performance to leadership.
• Coach the team to challenge prospects to think strategically about a global e-invoicing strategy rather than solving mandates country-by-country.

Cross Functional Collaboration

• Work closely with Sales Leaders and Executives to ensure smooth handoffs and shared pipeline ownership.
• Partner with Sales Enablement to keep the team current on evolving global mandates, product capabilities, and competitive positioning.
• Collaborate with Marketing, RevOps, and Partnerships to optimise the end-to-end demand funnel.

What You'll Need to be Successful

• 5+ years in sales development or inside sales, including 2+ years managing or leading an SDR/BDR/XDR team across both outbound and inbound motions.
• Proven track record of building and hitting/exceeding pipeline generation targets in a B2B SaaS environment.
• Strong coaching ability with a demonstrated history of developing and promoting reps.
• Experience with modern sales tech stack (Salesforce, sales engagement platforms, prospecting/intent tools).
• Data-driven approach to managing team activity, conversion, and pipeline quality.
• Excellent communication skills and the ability to operate across regions and time zones.
• Experience selling into finance, tax, or compliance buyers, or within the indirect tax / e-invoicing / fintech space.
• Familiarity with selling to multinational / Mid market and enterprise accounts with complex, multi-country requirements.
• Understanding of global e-invoicing, live reporting, or CTC mandate landscapes.

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.