Lead, AI GTM Operations – Sales Development

About the role

You will lead the buildout of a new AI operating function within Sales Development, bringing the latest AI development directly into our go-to-market engine. You will join Avalara's mission to automate global tax compliance by helping our Sales Development organization move to a blended model where humans and AI agents work together. This role reports into the Senior Director, Strategic Initiatives and is based remotely in North Carolina.

Responsibilities

• Build and manage the operating model for AI-supported Sales Development workflows, defining which are human-owned, AI-owned, or hybrid.
• Create AI agents, run recurring performance reviews, and inspect their output, accuracy, quality, and influence.
• Establish escalation rules for when AI agents should hand work to human SDRs, managers, RevOps, or Sales.
• Implement AI governance and quality assurance standards to prevent false personalization, incorrect routing, or confusing buyer experiences.
• Route recycled records and define re-entry rules in partnership with RevOps and Sales Development leaders.
• Automate weekly roll-up reporting for leadership and create drafts of readouts, identifying trends, pacing gaps, and coaching opportunities.
• Partner with Sales Development leadership, RevOps, Marketing Ops, Enablement, AI/engineering teams, and managers to translate messy revenue workflows into scalable processes.
• Lead the operating rhythm, performance inspection, QA standards, and continuous improvement of AI-supported Sales Development motion.
• Create AI-driven workflows and digital agents that support the full pipeline lifecycle: pipeline creation, pipeline protection, pipeline recycling, and reporting automation.

Requirements

• At least 6 years of management or operational leadership experience in Sales Development, Revenue Operations, Sales Operations, Marketing Operations, or GTM strategy.
• Experience with AI tools, workflow automation, prompt design, or agent-based systems, balanced with a focus on measurable revenue impact.
• Experience with Sales Development motions, funnel management, lead routing, sequencing, and pipeline conversion.
• Experience working with CRM and sales engagement systems such as Salesforce, Outreach, ZoomInfo, or similar tools.
• Commercially-minded approach with the ability to manage performance through data and inspection.
• Partnership experience in executive reporting and workflow documentation.
• Embrace AI as an essential capability, applying it daily to business challenges to improve efficiency, contribute solutions, and drive results.
• Stay curious about new AI trends and best practices, and share learnings with the team.

Benefits

• Competitive compensation package, including bonuses for eligible employees.
• Paid time off and paid parental leave.
• Health and wellness benefits, including private medical, life, and disability insurance (benefits vary by location).
• Inclusive culture and diversity initiatives, with 8 employee-run resource groups supported by senior leadership.

About Avalara

Avalara is an AI-first company defining the relationship between tax and tech. Our industry-leading cloud compliance platform processes over 54 billion customer API calls and over 6.6 million tax returns annually. As a billion-dollar business, we are committed to our mission of being part of every transaction in the world. We foster a bright, innovative, and disruptive culture, empowering our people to thrive and grow.