Account Development Representative Durham, North Carolina Sales - Sales Development

What You'll Do

Avalara is hiring Account Development Representatives (ADRs) to help increase growth by creating conversations with prospective customers, building interest in our products, and generating new pipeline opportunities for our sales team through outbound prospecting.

This is more than an entry-level sales role. It is a starting point for individuals who want to build sales skills, perform in a high-expectation environment, and grow their careers over time.

At Avalara, we believe in promoting from within. If you want to learn sales fundamentals, put in the work, respond to coaching, and grow your career, then the ADR roles is for you.

This is an onsite role based in Durham, North Carolina.

Five days per week in office (8:00 - 5:00 ET).

You must live within 35 miles of the office at: 512 S Mangum St, Durham, NC 27701.

You will report to a Sales Manager.

This role is not eligible for sponsorship.

• Build the top of our sales funnel by prospecting into target accounts, opening doors with new partners, creating momentum with prospects, and turning outreach into business opportunities.
• Initiate conversations with prospective customers every day, create interest in Avalara solutions, and generate new pipeline through outbound outreach.
• Qualify opportunities, handle objections, and schedule meetings for the sales team.
• Research accounts, identify buying signals, and build an understanding of Avalara's products, customers, and market.
• Partner with Account Executives and sales leadership on account strategy, persona targeting, and pipeline creation.
• Use sales engagement, CRM, AI, and other tools to manage outreach, maintain operating discipline, and support webinars, events, and other demand generation plans when relevant.
• Achieve monthly performance goals tied to activity quality, meetings, pipeline creation, and continuous improvement through feedback.

You are someone who wants more than just a job — you want to build a career.

You have 1–3 years of professional experience in sales, recruiting, or other high-accountability, metric-driven environments.

You want to build a long-term career in sales and creating opportunities from scratch.

Every day you will put in the effort, handle rejections, and improve your skills.

You get energized by learning, growth, opportunity, and the challenge of outbound prospecting.

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.

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 executive sponsorship.

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, U.S. Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.