Account Development Representative -E-Invoicing & Live Reporting

Avalara is seeking a driven, experienced Senior Account Development Representative (Senior 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 a Senior 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-Onsite

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.

• 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.

• Serve as an informal team lead and onboarding mentor, conducting live call shadowing, role-playing, and objection-handling coaching for junior ADRs (I1/I2).

• Test and evaluate emerging outbound technologies, AI research utilities, and prospecting plays, sharing best practices to enhance team-wide efficiency and conversation conversion.

• 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