Customer Account Manager - Enterprise

What You'll Do

We are looking for a Customer Account Manager - Enterprise to join our Strategic Business Development Team, reporting to the Sr. Director, Strategic Business Development. In this role, you will focus on growing existing Avalara Included (Private Label Partners) customers across the U.S. Avalara is an industry leader in tax compliance automation, and you will play a critical part in our mission by ensuring our partners maximize their investments while driving our business growth. This role is a remote role.

What Your Responsibilities Will Be

• Develop strategic relationships with partners across customer organizations, acting as a trusted advisor from daily users to executive levels to understand their goals and compliance needs.
• Demonstrate value and engage customers to ensure they are maximizing the benefits of their current investments and understanding the value of additional features and products.
• Improve Annual Recurring Revenue (ARR) targets by creating and expanding a pipeline of opportunities within assigned accounts, identifying cross-sell and upsell opportunities, creating compelling business cases, and achieving quota.
• Provide forecasts and risk analyses, tracking customer interactions within CRM tools such as Salesforce, while leveraging AI-driven data insights to optimize your pipeline.
• Develop and refine comprehensive account plans aimed at delivering sales targets and exceeding customer expectations.
• Lead negotiations to secure favorable terms, close deals, and exceed revenue goals.
• Analyze customers' pain points and compliance goals, offering tailored solutions that align with their team goals, and proactively following up to assess satisfaction and identify revenue opportunities.
• Collaborate with Partner Onboarding, Marketing, Sales, Product, and Customer Success teams to provide a cohesive, seamless customer experience.
• Track and report on key metrics, including the number of completed launch projects for signed partners.

What You’ll Need To Be Successful

• 8+ years of experience in a customer success, account management, sales, or a related field, with experience in a quota-carrying B2B sales role selling to an existing customer base.
• Sales management practices, including opportunity generation, pipeline management, forecasting, and balancing multiple sales opportunities.
• AI Bar-Raising mindset with the ability to adapt to new technologies and use data analysis tools to work smarter and deliver creative solutions.
• Expert-level skills in Excel and data analysis, with experience creating data visualization dashboards to track metrics for named accounts.
• Experience using CRM software (e.g., Salesforce), project management software, and data tracking systems.
• Experience establishing communication and engagement with prospects for sales calls, product presentations, webinars, and in-person meetings.
• Bachelor's degree in Business, Communications, or a related field.
• Background in SaaS, Data Analysis, or Data Science, with Microsoft Power BI experience.

Pay Range Details

• Colorado: $110,700-$177,180 [annually]
• Washington: $110,700-$195,720 [annually]
• California: $110,700-$214,440 [annually]
• NYC: $122,280-$214,440 [annually]

How We’ll Take Care Of You

• Total Rewards: Great compensation package, paid time off, and paid parental leave.
• Health & Wellness Benefits: Vary by location but generally include private medical, life, and disability insurance.
• Inclusive culture and diversity: Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture.
• Employee-run resource groups: 8 employee-run resource groups, each with senior leadership and exec sponsorship.

What You Need To Know About Avalara

• We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year.
• We’re a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world.
• We’re bright, innovative, and disruptive, like the orange we love to wear.
• We’re An Equal Opportunity Employer: Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it.