Team Lead

Overview

The Enterprise Customer Account Management Team Lead will work in close partnership with our world-class Enterprise Customer Account Manager (CAM) team to drive retention and the upsell of Avalara's wide range of products to existing Avalara customers. The Enterprise Team Lead will serve as the subject matter expert (SME) for the CAM role and will be considered the go-to resource for the CAM team - from training and enablement to support throughout the upsell and cross-sell sales motion. The Enterprise Team Lead must have strong sales strategy skills, the ability to lead and influence, and flourish in a fast-paced, exciting

environment. The position is for a candidate that is interested in a path to sales management.

Responsibilities

• Work across the Enterprise CAM organization to help the team close deals and achieve upsell bookings and retention targets.
• Develop plans to deliver on upsell target, including how to increase the product and process knowledge of the CAM team.
• Be the subject matter expert for CAM processes and best practices including, but not limited to, account reviews, time management, forecasting, pipeline management, prospecting, and quoting.
• Support CAMs with product whitespace identification and portfolio planning to drive targeted customer outreach.
• Support CAMs during customer upsell conversations, from discovery and qualification to product demos to deal negotiations and closing.
• Partner with CAM Managers to understand knowledge and process gaps and provide feedback on CAM improvement.
• Help CAMs understand their customers' business environment and provide valuable actionable recommendations to drive product upsell success.
• Work in a team environment with multiple internal teams to solve problems and deliver results.

Qualifications

• Bachelor's degree (B.S. or B.A.) from an accredited college or university, or equivalent career experience.
• Minimum 8 years of sales, customer account management, customer success or related experience (SaaS experience preferred).
• Experience developing sales opportunities and being directly involved in customer revenue expansion motions and activities.
• Strong communication, interpersonal, organizational and presentation skills.
• Efficient work habits that allow for a significant level of multi-tasking and ability to effectively prioritize to deliver impact and results.
• Experience working with senior executive level personnel, both internally and with customers.
• Consistent record of achieving performance goals including quotas, revenue targets or other key performance indicators.
• Ability to think strategically, solve problems effectively and tenaciously follow-through to deliver outcomes.
• Results-oriented with strong people and time management skills, highly organized, motivated, and driven to succeed.
• Experience dealing with ambiguity: must have the ability to take initiative and work in a fast-paced environment while balancing multiple demands and shifting priorities.
• Deep knowledge of Salesforce, Microsoft suite and collaboration tools like Zoom, Slack, etc.

About Avalara

About Avalara:

We're building cloud-based tax compliance solutions to handle every transaction in the world. Imagine every transaction you make - every tank of gas, cup of coffee, or pair of sneakers, every movie ticket, meal kit, or streamed song, every sensor-to-sensor ping. Nearly every time you make a purchase, physical or digital, there's an accompanying unique and nuanced tax compliance calculation. The logic behind calculating taxes - the rules, rates, and boundaries is a global, layered, three-dimensional mess of complexity, with compliance dictated by governments and applied by every business, every day.

Avalara works with businesses of all sizes, all over the world - from corner stores to gigantic global retailers - to calculate tax accurately and automatically, at speeds measured in milliseconds. That's a massive technical challenge, in terms of scale, reliability, and complexity, and we do it better than anyone. That's why we're growing fast. Headquartered in Seattle, Avalara has offices across the U.S. and around the world, in Brazil, Canada, India, U.K, Belgium and across Europe.

Equal Opportunities:

Avalara is an Equal Opportunity Employer. All qualified candidates will receive consideration for employment without regard to race, colour, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law.