Senior Sales Manager, Emerging Team

What You'll Do

We are looking for an inspiring Sr. Sales Manager to lead a team of Sales Executives driving net new logo acquisition for our Avalara Agentic Tax and Compliance solutions. This is more than a sales leadership role, offering an opportunity to build, mentor, and empower a diverse team while shaping the future of our go-to-market strategy. You will report to the Director of Sales and work remotely.

You will excel here if you are passionate about developing people, navigating change with confidence, and creating an environment where high-performing sales professionals are challenged, supported, and led with clarity. We value leaders who listen, coach with empathy, and set the standard visibly by focusing on developing talent, modeling the energy and discipline that raise the bar, and surrounding your team with a culture of excellence.

Our selling motion is partner-centric and requires leaders who can advocate for collaboration with partners, while also ensuring prospecting discipline and pipeline creation.

• Lead with Empathy & Accountability:
  Recruit, coach, and develop a diverse team of sales professionals, creating an environment where everyone feels supported and empowered to succeed.
• Prospecting & Growth:
  Foster a culture of disciplined outbound prospecting, ensuring the team builds healthy pipeline across inbound, outbound, and partner-sourced opportunities.
• Sales Performance:
  Oversee deal progression, support strategic opportunities, and guide the team to achieve and exceed revenue goals.
• Change Leadership:
  Guide your team through organizational, process, and product changes, building clarity and confidence through transitions.
• Partner-Centric Sales:
  Collaborate with resellers, ISVs, and technology partners to co-sell, source opportunities, and maximize joint revenue.
• Forecasting & Insights:
  Use data to track performance, improve decision-making, and provide accurate forecasts.
• Collaboration:
  
  Work with Marketing, Product, and Customer Success to align GTM efforts and deliver the best customer experience.

• 5+ years of B2B SaaS sales experience with at least 3 years in a frontline sales leadership role (experience in emerging, commercial, or mid-market segments preferred).
• Proven track record of recruiting, mentoring, and coaching a diverse team of sales professionals to achieve and exceed quota.
• A coaching-first leadership mindset focused on developing people, deal strategy, and removing operational obstacles.
• Demonstrated success driving outbound prospecting discipline, territory planning, and multi-channel pipeline generation.
• Experience in a partner-centric or channel co-selling model, with comfort collaborating with external partners and alliances.
• Strong change management and adaptability in fast-paced, high-growth SaaS environments.
• Proficiency with Salesforce (or similar CRM) and modern sales engagement and analytics platforms.

Colorado $153,000 - $214,000 annually

Washington $153,000 - $237,000 annually

California $153,000 - $260,000 annually

NYC $169,000 - $260,000 annually

The pay range above is the general base pay range for you in the state listed. Your actual salary/wage may be based on multiple factors, such as geographic location, candidate experience and qualifications, and market and business considerations.

This role is eligible for the opportunity to earn sales incentives based on revenue or use, depending on the terms of the applicable plan and your role.

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…