Account Development Representative -E-Invoicing & Reporting Durham, North Carolina Sales

Avalara is seeking a driven, experienced Senior Account Development Representative (Senior ADR) to join our E-Invoicing & Live Reporting (ELR) Global Sales Development team. In this career-level role, you will lead top-of-funnel pipeline generation for our global e-invoicing and Continuous Transaction Control (CTC) solutions across strategic and enterprise multinational accounts.

As governments worldwide accelerate digital reporting and e-invoicing mandates, multinational enterprises face unprecedented compliance complexity. As a Senior ADR, you will act as a consultative advisor, navigating complex multi-stakeholder organizational structures, diagnosing cross-border ERP and billing systems landscapes, and architecting bespoke outbound prospecting strategies that open doors for Enterprise Account Executives.

#LI-Onsite

• Formulate and execute tailored account-based prospecting strategies targeting Tier-1 and Tier-2 multinational enterprises fitting Avalara's Ideal Customer Profile (ICP).

• Design custom, multi-channel outbound campaigns (phone, personalized email, Linked In Sales Navigator, video, and executive door-openers) that go beyond standard templates to engage VP- and C-level finance, tax, and IT leaders.

• Evaluate market signals, trigger events, regulatory deadlines, and technology stack footprints to identify high-propensity buying windows across global jurisdictions.

• Consistently achieve and exceed monthly and quarterly quotas for Sales Qualified Leads (SQLs) and sourced pipeline revenue.

• Conduct consultative, multi-threaded discovery conversations to evaluate complex enterprise environments, systems integration dependencies (e.g., SAP, Oracle, Net Suite, Workday), and multi-country mandate exposure.

• Apply advanced qualification methodologies (such as SPICED or MEDDPICC) to assess pain points, business impact, decision criteria, and implementation timelines.

• Challenge senior decision-makers to evaluate holistic, platform-based global compliance solutions rather than fragmented, country-by-country fixes.

• Accurately qualify prospective opportunities to ensure high conversion rates and seamless handoffs to Enterprise Account Executives.

• Partner proactively with Enterprise Account Executives and Regional Sales Directors to build and refine account penetration blueprints for named enterprise territories.

• Collaborate closely with Product Marketing, Partner Alliances (ERP/System Integrators), and Demand Generation teams to align field outreach with campaign motions and channel initiatives.

• Provide continuous market feedback on buyer sentiment, emerging regulatory nuances, and messaging resonance to refine GTM strategies.

• Serve as an informal team lead and onboarding mentor, conducting live call shadowing, role-playing, and objection-handling coaching for junior ADRs (I1/I2).

• Test and evaluate emerging outbound technologies, AI research utilities, and prospecting plays, sharing best practices to enhance team-wide efficiency and conversation conversion.

• Contribute directly to the evolution of Avalara's global e-invoicing prospecting playbooks and messaging frameworks.

• Maintain rigorous CRM hygiene by documenting all account research, org hierarchy mappings, stakeholder touchpoints, and opportunity progression in Salesforce.

• Analyze individual funnel metrics and conversion rates to continuously optimize prospecting cadences and outreach yield

• Experience: 5+ years of successful B2B inside sales, account development, or sales development experience, with a proven track record targeting mid-market and enterprise accounts within SaaS, fintech, ERP, or compliance technology environments.

• Track Record: Documented history of consistently achieving and exceeding outbound quota targets and key performance metrics.

• Domain & Business Acumen: Strong understanding of enterprise finance, tax, procurement, or ERP application ecosystems (SAP, Oracle, Net Suite), with the ability to quickly master global e-invoicing and CTC regulatory frameworks.

• Communication & Influence: Exceptional written, verbal, and consultative presentation skills; demonstrated executive presence and confidence navigating complex, multi-stakeholder…