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…