Account Development Representative
Avalara
Account Development Representative
Avalara
Cloud-based tax compliance and automation platform
Avalara is seeking a driven, experienced Account Development Representative (ADR) to join our E-Invoicing & Live Reporting (ELR) Global Sales Development team. In this career-level role, you will lead top-of-funnel pipeline generation for our global e-invoicing and Continuous Transaction Control (CTC) solutions across strategic and enterprise multinational accounts.
As governments worldwide accelerate digital reporting and e-invoicing mandates, multinational enterprises face unprecedented compliance complexity. As an ADR, you will act as a consultative advisor, navigating complex multi-stakeholder organizational structures, diagnosing cross-border ERP and billing systems landscapes, and architecting bespoke outbound prospecting strategies that open doors for Enterprise Account Executives.
#LI-Remote
Formulate and execute tailored account-based prospecting strategies targeting Tier-1 and Tier-2 multinational enterprises fitting Avalara's Ideal Customer Profile (ICP).
Design custom, multi-channel outbound campaigns (phone, personalized email, LinkedIn Sales Navigator, video, and executive door-openers) that go beyond standard templates to engage VP- and C-level finance, tax, and IT leaders.
Evaluate market signals, trigger events, regulatory deadlines, and technology stack footprints to identify high-propensity buying windows across global jurisdictions.
Consistently achieve and exceed monthly and quarterly quotas for Sales Qualified Leads (SQLs) and sourced pipeline revenue.
Conduct consultative, multi-threaded discovery conversations to evaluate complex enterprise environments, systems integration dependencies (e.g., SAP, Oracle, NetSuite, Workday), and multi-country mandate exposure.
Apply advanced qualification methodologies (such as SPICED or MEDDPICC) to assess pain points, business impact, decision criteria, and implementation timelines.
Challenge senior decision-makers to evaluate holistic, platform-based global compliance solutions rather than fragmented, country-by-country fixes.
Accurately qualify prospective opportunities to ensure high conversion rates and seamless handoffs to Enterprise Account Executives.
Partner proactively with Enterprise Account Executives and Regional Sales Directors to build and refine account penetration blueprints for named enterprise territories.
Collaborate closely with Product Marketing, Partner Alliances (ERP/System Integrators), and Demand Generation teams to align field outreach with campaign motions and channel initiatives.
Provide continuous market feedback on buyer sentiment, emerging regulatory nuances, and messaging resonance to refine GTM strategies.
Contribute directly to the evolution of Avalara's global e-invoicing prospecting playbooks and messaging frameworks.
Maintain rigorous CRM hygiene by documenting all account research, org hierarchy mappings, stakeholder touchpoints, and opportunity progression in Salesforce.
Analyze individual funnel metrics and conversion rates to continuously optimize prospecting cadences and outreach yield
Experience: 2+ years of successful B2B inside sales, account development, or sales development experience, with a proven track record targeting mid-market and enterprise accounts within SaaS, fintech, ERP, or compliance technology environments.
Track Record: Documented history of consistently achieving and exceeding outbound quota targets and key performance metrics.
Domain & Business Acumen: Strong understanding of enterprise finance, tax, procurement, or ERP application ecosystems (SAP, Oracle, NetSuite), with the ability to quickly master global e-invoicing and CTC regulatory frameworks.
Communication & Influence: Exceptional written, verbal, and consultative presentation skills; demonstrated executive presence and confidence navigating complex, multi-stakeholder enterprise buying committees.
Autonomy & Strategic Thinking: Proven ability to operate independently with minimal day-to-day direction, demonstrating initiative in designing custom prospecting plays and prioritizing high-impact accounts.
Tech Stack Fluency: Proficiency with modern sales and revenue technology stacks (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, Gong, ZoomInfo, 6sense) and AI productivity tools.
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.
Total Rewards
In addition to a great compensation package, paid time off, and paid parental leave, many Avalara 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, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.
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. It shows off the culture we’ve designed, that empowers our people to win. 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 is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.
Avalara provides cloud-based tax compliance services for businesses of all sizes. Its main product, AvaTax, automatically calculates sales tax at the point of purchase and can be connected to many business apps to make tax determinations as orders move through a company’s systems. Beyond calculation, Avalara offers returns filing and ongoing compliance management, helping customers stay up to date with changing tax laws. The company earns money through subscriptions tied to how many transactions you process and how complex your tax needs are, and it also offers consulting and training services to support customers. Compared with others, Avalara covers many industries (like e-commerce, retail, manufacturing, and software) and integrates with a wide range of platforms, aiming to provide an end-to-end, automated tax workflow. Its goal is to reduce the risk of penalties and streamline tax compliance so businesses can focus on their core operations.
Explore more opportunities at Avalara