VP, SMB New Business Sales

About the Role

You're stepping into a solid new business organization with a partner ecosystem that feeds a steady stream of warm, qualified opportunity. Win rates and deal sizes are healthy. The opportunity here is to build discipline—territories were only established a year ago, and the outbound muscle has never been developed. You’ll write the playbook, not inherit one.

Responsibilities

• Lead a ~200-person U.S. Mid-Market and SMB new business organization, installing the operating discipline of a true outbound engine: structured discovery, forecast rigor, territory management, and a leadership team that builds pipeline proactively.
• Own new business bookings for the U.S. Mid-Market and SMB segment—pipeline generation, sales velocity, forecast accuracy, and all related metrics.
• Build the operating foundation: documented discovery processes, structured 1:1s, forecast calls, and territory management across 5 directors and 23 managers.
• Develop the leadership bench by coaching directors and managers, raising the bar for a hunter-led team.
• Model prospecting behavior personally and lead from the front.
• Partner directly with the CSO on go-to-market strategy and org design as the business evolves.
• Represent the business in monthly and quarterly executive reviews.

Requirements

• 15+ years of progressive sales leadership, including experience managing large (150–250+ person), geographically distributed teams.
• Personal experience building an outbound motion from the ground up—not inheriting one already in place.
• Demonstrated accountability for a meaningful new business revenue target, with deep experience in high-velocity sales motions, transactional deal sizes, and land-and-expand strategies.
• A track record of making tough, fast people decisions to upgrade a leadership team.
• A hands-on operating style—comfortable coaching live deals and modeling prospecting personally, not just reviewing dashboards.
• B2B SaaS or FinTech background.
• Experience using AI and AI-related technologies, with a willingness to apply AI daily to business challenges.

Preferred Qualifications

• HCM or other partner-dependent SaaS background, particularly with strong channel/partner motions.
• Experience scaling an organization through a specific growth inflection (e.g., 20 to 200 or 50 to 100) from start to finish.
• Familiarity with Salesforce.com and modern sales engagement tooling.

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 (varies by location).
• Strong commitment to diversity, equity, and inclusion, with 8 employee-run resource groups supported by senior leadership.

About the Company

Avalara is an AI-first company defining the relationship between tax and technology. We process over 54 billion customer API calls and 6.6 million tax returns annually as part of our industry-leading cloud compliance platform. As a billion-dollar business, we’re growing rapidly with a mission to be part of every transaction in the world. Our culture is bright, innovative, and disruptive—embodied by our signature orange, which reflects our quirky spirit and optimistic mindset.