GTM Strategy Manager

What You'll Do

The GTM Strategy Manager develops and operationalizes go-to-market strategies that increase revenue, improve commercial performance, and scale repeatable sales and marketing motions across Avalara's segments and channels. You will focus on identifying growth opportunities, designing structured revenue plays, and partnering to execute and measure the impact. You will work with Sales, Marketing, Product, Pricing, and Revenue Operations. Your goal will be to translate market insights and performance data into applicable projects. These initiatives should improve pipeline quality, win rates, attach rates, and expansion outcomes. We ask that you have analytical rigor, Experience researching and generating leads.

Responsibilities

• Revenue Play Development & Activation: Design and operationalize GTM plays across segments, industries, products, and channels; define the target segment, ICP criteria, value proposition, offer structure, sales motion, and performance metrics for each play; partner with Sales, Sales Development, Marketing, and Enablement to ensure plays are documented, field-ready, and measurable; track adoption and performance; iterate based on data and field feedback
• Performance Analytics: Establish measurements and dashboards to measure funnel health, conversion rates, attach rates, expansion performance, and overall GTM effectiveness; conduct structured analysis to identify drivers of performance and recommend prioritized actions; present clear, data-backed recommendations to revenue and executive partners
• GTM Understanding: Partner with Product on commercialization planning to ensure new capabilities align with defined segments and plays; collaborate with Sales Development and Marketing on campaign targeting and messaging in consideration of priority plays; work with Revenue Operations to ensure systems, reporting, and process support execution; promote working sessions on priorities, trade-offs, and success metrics
• AI-Enabled Strategy: Use AI tools to accelerate market analysis, opportunity identification, and GTM strategy development; apply AI to improve planning, content creation, performance analysis across GTM programs; evaluate and adopt new AI capabilities to improve team productivity and commercial execution

Qualifications

• Bachelor's degree in Business, Marketing, Finance, Economics, or a related field, or equivalent practical experience
• 5–8 years of experience in GTM Strategy, Revenue Operations, Management Consulting, Sales, Partner Development, Marketing, or a related commercial role within a B2B SaaS or technology company
• 3+ years of experience leading projects that guide measurable outcomes
• Experience using data and market insights to develop recommendations and influence decisions
• Experience with B2B SaaS go-to-market models, commercial planning, and revenue growth strategies
• Experience establishing communication and engagement with prospects
• Ability to align partners without direct authority
• Project management skills with experience balancing multiple sales opportunities simultaneously
• Proficiency using AI to accelerate research and content development
• Willingness to participate in professional development activities to stay current on industry knowledge and adopt new AI capabilities and new technologies
• Experience with Salesforce, Snowflake, Power BI, Excel, and presentation tools
• Familiarity with enterprise AI and knowledge platforms such as Claude, Glean, and other generative AI tools

AI-First Company

Avalara is an AI-first Company. 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.

Benefits

• Great compensation package, paid time off, and paid parental leave
• Many employees are eligible for bonuses
• Private medical, life, and disability insurance (varies by location)
• Inclusive culture and diversity with 8 employee-run resource groups, each with senior leadership and exec sponsorship