Senior Director, Inside Sales - Outbound Durham, North Carolina Sales

Avalara is entering its next phase of growth. As we evolve froma predominantly inbound-ledmotion to a more balanced inbound and outbound strategy, Sales Development sits at thecenterof pipeline creation and revenue acceleration.

We are seeking a Senior Director of Outbound Sales Development who can lead at scale installing operational rigor, strengthening leadership discipline, and building a predictable, data-driven pipeline engine that fuels our go-to-market organization.

This is a high-impact leadership role responsible for stabilizing and elevating a 20+ person global SDR organization while partnering closely with Marketing, Sales, and Rev Ops to drive measurable SQL performance.

Reporting to the VP of Sales Development, you willlead the North America Outbound Sales Development organization, providing strategic direction, leadership,coaching and mentoring. Using your leadership skills, you will inspire this group of frontline Sales Development Representatives and lead the way for the development of future talent in an exciting, innovative, and growing SaaS company!

This role requires a strong onsite presence at Avalara’s Durham office. Candidates must be based in the Durham area or willing to relocate.

• Execute on the demand generation plans to support the company's strategic growth goals
• Contribute to and support the evolution of the business development function incorporating AI technologies into the sales development workflows
• Understand the changing needs of the business and ensure the development of new talent is aligned to support these needs
• Lead the North America Outboundteams and have dotted line responsibility for the Outbound
  
  Indiateams to ensure global best practices and SOPs are followed and enforced, orchestrate alignment across this function with revenue and growth marketing
• Leverage data to derive trends, inform nextpracticesand improve overall process and execution across teams
• Motivateteams andXDR'sto exceedobjectivesthrough coaching, weekly one on ones, daily metrictrackingand creative incentives
• Help create a fun, high energy environment where people love coming to work
• Oversee andmonitorthe effective use of Salesforce and other CRM tools
• Work closely with executive and senior leadershipteamsto refineprocess, talktracksand update training documentation
• Ensure positive and collaborative working relationships with both the marketing and sales organizations to maximize the sales representatives' impact
• Compile daily and weekly reports for quality assurance

• Bachelor's degree in business management ora related field, or equivalent experience.
• 10+ years in B2B revenue or sales leadership, including 5+ years leading large, distributed SDR or inside sales organizations.
• A minimum of 3 years+ proven experience leading through people leaders in sales management for telephone-based sales, businessdevelopmentor SDRteamspreferably in SaaS or technology sales.
• Proven skill set ofidentifyinggreat talentand scaling a successfulgeographicaldispersed business development organization.
• A strategic thinker with the ability to adapt and deliver consistent growth during times of business transformation.
• Proven track recordinstalling operational discipline and performance rigor in complex environments.
• Deep understanding of SDRproductivitymath, ramp modeling, and pipeline forecasting.
• Experience building or scaling outbound engines.
• High emotional intelligencepairedwithhigh standards of accountability.
• Comfort navigating ambiguity while bringing clarity and structure.

Compensation

The compensation range for this role is as follows: $245,600 - $490,500 (OTE - 60/40 Pay Mix). The successful candidate's actual…