Senior Director, Partner Insights

What You'll Do

• Leads analytics for Avalara's partner ecosystem, owning metrics, models, and executive-facing narratives.
• Builds and runs a high-performing team that turns partner and BD funnel data into decisions.
• Owns and grows the Partner Insights team, setting the analytics roadmap and quality bar for all partner-facing reporting and analysis.
• Establishes Partner Insights as the authoritative source for partner performance metrics and definitions, aligned with company-wide metric standards.
• Helps drive the team's adoption of AI-enabled analytics and self-service BI, including semantic layer design that makes partner metrics consistent, governed, and directly queryable.
• Builds and maintains financial models and business cases that inform partner strategy, investment decisions, and executive/board-level positioning.
• Runs BD funnel analysis using Salesforce and warehouse data to surface revenue optimization opportunities for the partner and sales organizations.
• Partners with Revenue Operations on channel/technology partner performance deep-dives and commission structure analysis, providing the analytical foundation for commission model design.
• Owns the preparation and quality of partner-related content for monthly business reviews and board decks, collaborating with CRO/CFO on positioning.
• Translates partner and BD funnel performance into a clear, decision-ready narrative for executive and investor audiences.
• Collaborates with Finance on annual planning, budgeting, and target-setting for the partner organization.
• Works with Marketing on top-of-funnel drivers, campaign performance, and lead qualification/conversion metrics as they relate to partner-sourced pipeline.
• Collaborates with Data Engineering and Analytics Engineering to ensure partner data pipelines and semantic models meet the team's analytical needs.

What You'll Need to be Successful

• 12+ years of experience in analytics, FP&A, or business intelligence leadership, ideally in SaaS or technology-platform businesses at scale (750+ employees); partner/channel or BD-adjacent experience a strong plus.
• Track record building and leading data/analytics teams that operate as strategic partners to executive stakeholders, not just a reporting function.
• Deep fluency in translating complex data into financial models and business cases that hold up under executive and board scrutiny.
• Experience partnering with Data Engineering/Analytics Engineering teams — comfortable operating in a modern warehouse/BI stack, not just consuming finished dashboards.
• Experience advancing semantic layer and self-service BI initiatives, and a point of view on where AI fits into analytics workflows and decision support.
• Proven experience managing global, cross-functional stakeholders (GTM, Finance, Revenue Operations) and driving alignment without formal authority over those functions.
• Strong people leadership and team-building track record.
• MBA a plus, not required.
• Advanced SQL required; Python fluency strongly preferred.
• Experience with Salesforce and Snowflake (or equivalent cloud data warehouse).
• Experience with next-generation BI tools such as Hex or Omni preferred.
• Familiarity with Fivetran or similar ELT/pipeline tooling — enough to collaborate effectively with data engineering, not to build pipelines directly.
• Fluent in Excel and PowerPoint for executive-grade presentation building.

Technical Skills

• Advanced SQL required.
• Python fluency strongly preferred.
• Experience with Salesforce and Snowflake (or equivalent cloud data warehouse).
• Experience with next-generation BI tools such as Hex or Omni preferred.
• Familiarity with Fivetran or similar ELT/pipeline tooling — enough to collaborate effectively with data engineering, not to build pipelines directly.
• Fluent in Excel and PowerPoint for executive-grade presentation building.

What We're Looking For

• 12+ years of experience in analytics, FP&A, or business intelligence leadership, ideally in SaaS or technology-platform businesses at scale (750+ employees); partner/channel or BD-adjacent experience a strong plus.
• Track record building and leading data/analytics teams that operate as strategic partners to executive stakeholders, not just a reporting function.
• Deep fluency in translating complex data into financial models and business cases that hold up under executive and board scrutiny.
• Experience partnering with Data Engineering/Analytics Engineering teams — comfortable operating in a modern warehouse/BI stack, not just consuming finished dashboards.
• Experience advancing semantic layer and self-service BI initiatives, and a point of view on where AI fits into analytics workflows and decision support.
• Proven experience managing global, cross-functional stakeholders (GTM, Finance, Revenue Operations) and driving alignment without formal authority over those functions.
• Strong people leadership and team-building track record.
• MBA a plus, not required.
• Advanced SQL required; Python fluency strongly preferred.
• Experience with Salesforce and Snowflake (or equivalent cloud data warehouse).
• Experience with next-generation BI tools such as Hex or Omni preferred.
• Familiarity with Fivetran or similar ELT/pipeline tooling — enough to collaborate effectively with data engineering, not to build pipelines directly.
• Fluent in Excel and PowerPoint for executive-grade presentation building.

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 organizational culture.
• Total Employee 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’ve been different from day one. Join us, and your career will be too.
• We’re an equal opportunity employer supporting diversity and inclusion.