What You';ll Do
Avalara is looking for a Manager, Account Development to lead a high-performing team of 8-12 Account Development Representatives (ADRs). You will be central to scaling Avalara';s revenue engine. You will guide strategic pipeline development across Avalara';s EMEA portfolio, align inbound and outbound motions with partner engagement, and help groom future sales talent. Reporting to the Sr. Manager, Account Development, this role will require some travel to the Brighton and London offices. You will architect scalable development processes, implement data-driven performance frameworks, and ensure agreement on Avalara';s EMEA growth goals. Your leadership will directly influence ADR success, sales-qualified pipeline contribution, and Avalara';s positioning within important partner-led ecosystems. #LI-Remote #LI-EMEA
What Your Responsibilities Will Be
Reporting to the Sr. Manager, Account Development, this role will require some travel to the Brighton and London offices. You will architect scalable development processes, implement data-driven performance frameworks, and ensure agreement on Avalara';s EMEA growth goals. Your leadership will directly influence ADR success, sales-qualified pipeline contribution, and Avalara';s positioning within important partner-led ecosystems.
What You’ll Need To Be Successful
* Lead a team focused on pipeline development in the EMEA market.
* Partner-Aligned GTM Strategy: Collaborate with Partner Marketing, Field Sales, and Channel teams to operationalize outbound sales motions tailored to ERP-integrated use cases.
* People Development ; Enablement: Hire, onboard, and develop ADRs with an eye toward rapid upskilling and promotion readiness within 12–18 months.
* Strategic Execution: Operationalize an ABM-driven strategy within the territory model to accelerate qualified engagement in the top enterprise tiers.
* Data-Driven Optimization: Monitor daily performance metrics, dashboards, and conversion rates using Power BI, Salesforce, Outreach, Gong/ExecVision, and Chilipiper.
* Sales Process: Ensure usage of CRM and sales tools to lead funnel hygiene, qualification standards, and engagement accountability.
* Collaboration: Partner with Sales Ops, Enablement, and Marketing to build persona-driven outreach, target segmentation, and customized plays.
* Performance Culture: Foster an environment where creativity, recognition, and accountability results.
* Executive Reporting: Create weekly pipeline, conversion, and performance reports to Sales and Revenue leadership.
* 5+ years of Inside Sales / Business Development role, 2+ year in a leadership role, with direct experience managing ADR or SDR teams in a SaaS or enterprise technology environment.
* Experience supporting partner-integrated go-to-market efforts. Experience in enterprise pipeline acceleration, within high-volume or high-velocity sales environments.
* Deep experience with
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