Sr. Director, GTM Strategy & AI Automation

About the Role

The Senior Director, GTM Strategy & AI Automation is a transformational leader responsible for shaping Avalara’s go-to-market operating model through workflow modernization, AI enablement, and large-scale automation initiatives. This role drives measurable improvements in Sales efficiency and win-rate, Partner satisfaction and operational velocity, and RevOps productivity through simplified, scalable processes and intelligent automation. The Senior Director partners closely with Sales, Partner, RevOps, IT, Architecture, and Security teams to ensure that automations are aligned with enterprise standards, compliant, and well-integrated into Avalara’s broader system and data frameworks.

Responsibilities

• GTM Strategy and Workflow Architecture
  • Define the strategic vision for GTM workflow modernization and automation across Sales, Partner, and RevOps.
  • Evaluate current GTM processes holistically and build a roadmap focused on simplification, automation, and reducing operational friction.
  • Architect scalable and efficient workflows that improve sales productivity, partner experience, and RevOps efficiency in alignment with IT and Architecture standards.
  • Establish governance, best practices, and design principles for automated GTM processes in partnership with IT, Architecture, and Governance teams.
• AI, Automation and Execution Leadership
  • Lead the delivery of enterprise-ready automations using platforms such as n8n, Glean, Custom GPTs, and similar tools.
  • Drive the development of AI copilots and intelligent assistants that improve Sales effectiveness, Partner engagement, and RevOps operations.
  • Collaborate with IT, Architecture, and Security to ensure automations meet enterprise security requirements, follow data and integration standards, and align with technical direction.
  • Identify automation opportunities that improve rep workflows, partner motion speed, and internal RevOps throughput.
• Cross-Functional Leadership and Program Execution
  • Lead high-impact transformation programs that affect Sales, Partner, RevOps, IT, and Finance teams.
  • Partner with Sales and Partner leadership to prioritize automation initiatives that drive rep efficiency, win-rate, partner satisfaction, and operational scale.
  • Manage roadmap planning, stakeholder alignment, and cross-functional communication for GTM automation initiatives.
  • Translate business goals into automation requirements that IT and systems teams can support within existing architectural frameworks.
• Change Management and Organizational Enablement
  • Partner with Sales Enablement to ensure effective rollout, training, and adoption of new workflows and AI/automation capabilities.
  • Develop organizational readiness plans including documentation, communication strategies, and training frameworks.
  • Measure and communicate the impact of automation initiatives, including ROI, efficiency gains, and adoption metrics, in partnership with data teams.

Requirements

• 10+ years in Revenue Operations, GTM Strategy, Sales or Partner Operations, Business Systems, or related roles.
• 5+ years leading automation, AI enablement, or GTM transformation programs at scale.
• Strong expertise in designing automated workflows and AI-assisted processes in complex B2B SaaS environments.
• Deep understanding of Sales and Partner operational motions and the levers that impact rep efficiency, win-rate, and partner satisfaction.
• Extensive experience collaborating with IT, enterprise architecture, security, and data teams.
• Strong executive communication skills with the ability to influence stakeholders across technical and non-technical groups.
• Proven experience driving cross-functional programs with measurable outcomes.
• Background in SaaS, high-growth tech, or compliance-heavy industries.
• Experience deploying or managing AI copilots such as GPTs or Glean assistants for Sales or Partner teams.
• Experience scaling automation functions or establishing automation governance.

Success Indicators

• Sales Outcomes
  • Improvements in rep efficiency and effectiveness.
  • Clear contribution to higher win-rates across targeted segments.
• Partner Outcomes
  • Increased partner satisfaction due to simplified, automated workflows.
  • Faster and more consistent partner operational throughput.
• RevOps Outcomes
  • Reductions in manual workload and operational friction.
  • Cleaner, more reliable GTM data through well-designed processes and automations.
• Enterprise Outcomes
  • High adoption and measurable ROI from automation initiatives.
  • Strong partnership and alignment with IT and Architecture on automation solutions.
  • A scalable GTM automation framework that supports Avalara’s long-term growth.

About Avalara

Avalara is an AI-first company where 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.

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. Our growth is real—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. It captures our quirky spirit and optimistic mindset, showing off the culture we’ve designed that empowers our people to win.

Benefits

• Total Rewards
  • Great compensation package, paid time off, and paid parental leave.
  • Many employees are eligible for bonuses.
• 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, integrating them into our business practices and organizational culture. We have 8 employee-run resource groups, each with senior leadership and executive sponsorship.