Sales Development Representative - E-Invoicing & Reporting

What You’ll Do

We are looking for a driven, curious Sales Development Representative (SDR) to join our E-Invoicing & Live Reporting (ELR) sales development team. Reporting to the SDR Manager, you will be the tip of the spear: generating and qualifying pipeline for our global e-invoicing and live reporting solution through both outbound prospecting and inbound demand qualification.

This is a high-impact, high-visibility role in a fast-moving, mandate-driven market. As governments worldwide accelerate e-invoicing and continuous transaction control (CTC) mandates, demand for compliant, scalable solutions is surging. You will be the first point of contact for multinational prospects, helping them understand why a strategic, global approach to e-invoicing matters and opening the door for our Account Executives.

• Research, identify, and engage target accounts that fit our Ideal Customer Profile (ICP)
• Execute multi-channel outbound campaigns (email, phone, Linked In, video) using our sequences and messaging to book qualified meetings.
• Respond to and qualify inbound leads from marketing campaigns, events, webinars, and website enquiries in a timely, professional manner.
• Consistently meet or exceed monthly and quarterly targets for qualified meetings and sourced pipeline.

• Run effective early discovery conversations, uncovering prospect pain, mandate exposure, systems landscape, and buying triggers using our qualification framework (e.g. SPICED).
• Qualify opportunities against ICP and volume criteria, filtering out low-fit, targets so Sales Executives can focus on the right deals.
• Challenge prospects to think strategically about a global e-invoicing strategy rather than solving mandates country-by-country.

• Partner closely with Sales Executives to build account plans and ensure smooth, high-quality handoffs of qualified opportunities.
• Work with Marketing to provide feedback on campaign quality and inbound lead conversion.
• Collaborate with Sales Enablement to stay current on product capabilities and positioning.

• Maintain accurate, timely records of all activity, contacts, and opportunities in Salesforce.
• Follow prospecting playbooks and cadences, and contribute ideas to continuously improve messaging and process.
• Track personal performance metrics and use data to refine your approach.

• 1-2 years in a sales, sales development, business development, or customer-facing role .
• A track record of hitting or exceeding activity and pipeline targets, or clear evidence of drive and coachability.
• Excellent written and verbal communication skills, with the confidence to engage senior buyers.
• Strong organisation and time-management skills; able to balance outbound and inbound priorities.
• Curiosity, resilience, and a genuine appetite to learn about a complex, evolving market.
• Comfort with a modern sales tech stack (Salesforce, sales engagement platforms, prospecting/intent tools) or the aptitude to learn quickly.

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.

In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.

Benefits vary by location but generally include private medical, life, and disability insurance.

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…