Sr. Director, Value Creation Insights

The Sr. Director, Value Creation Insights leads the analytics and insights function responsible for translating Avalara's commercial data into decisions that drive revenue growth, improve go-to-market efficiency, and advance the company's strategic priorities. This role sits at the intersection of analytics, operations, and strategy, owning a team of analysts, thought leaders, and analytics engineers who collectively serve as the quantitative backbone of Avalara.

The team is approximately 30 people, blending onshore and offshore talent across multiple time zones, and the Sr. Director is expected to lead a globally distributed organization with the same rigor, cadence, and quality bar as a fully onshore team.

This is a highly cross-functional leadership role. The Sr. Director operates as a trusted advisor to senior executives across Sales, Marketing, Finance, Accounting, and Revenue Operations, and is expected to independently identify opportunities, build consensus across stakeholders, and drive analytical initiatives from inception through to adoption.

• Own the design and maintenance of Avalara's revenue forecasting models, including providing feedback on policy and revenue recognition
• Lead development and governance of the demand generation reporting platform, which will serve as the company's primary source of truth for funnel performance including opportunity stage tracking, TOFU metrics, and marketing pipeline KPIs
• Partner with FP&A on forecast methodology, variance analysis, and reconciliation
• Drive identification and resolution of forecast discrepancies, including being the driver of discovery and remediation of any assumption misses

• Lead the design and ongoing evolution of Avalara's prospect and customer scoring ecosystem, including product fit scores (A–D grade), propensity-to-buy models, ICP scoring, and customer health metrics
• Own the alignment process across GTM stakeholders to define model success metrics, validate predictive performance, and ensure score adoption by Marketing, Sales Development, and Sales
• Drive operationalization of scoring tools by ensuring models are not only built but actively embedded into sales workflows, SDR outreach, prospect targeting, and account prioritization

• Oversee the team's analytics engineering function, including Fivetran-based ingestion, dbt model development, Snowflake schema design, and data pipeline quality for commercial datasets
• Own the integration and governance of third-party data sources including Zoom Info, Cognism, D&B, and Clay
• Manage Snowflake data access, permissions, and ingestion pipelines for commercial data domains (Salesforce, Gong, Google Ads, Ava Tax, Marketo, and more)
• Partner with the Data Platform Engineering team on infrastructure decisions, the migration off legacy Hex / Power BI reporting onto Omni Analytics, and capacity planning
• Own governance of core metric definitions and calculation logic (e.g., funnel stages, scoring inputs, forecast components) that feed into company-wide KPIs, ensuring consistency between this team's models and the definitions maintained centrally by GAI

• Own and drive the AI roadmap for the team's analytical domains (forecasting, scoring, GTM/commercial analytics), defining where LLM-powered insight generation, conversational analytics, and agentic workflows create real business leverage
• Lead the team's transition from traditional dashboard-based BI (Hex, Power BI) to Omni Analytics as the semantic layer and conversational analytics interface, including model/metric layer design so that natural-language querying…