Director, Outbound Sales

Avalara is redefining how businesses manage tax compliance and we’re looking for a high-impact sales leader to help accelerate our next phase of growth.

We’re hiring a Director of Outbound Sales to lead and scale our US-based outbound sales organization focused on net-new customer acquisition. This is a strategic leadership opportunity for a builder: someone who thrives in high-growth SaaS environments, knows how to create repeatable outbound success, and can inspire teams to win in competitive enterprise markets.

This role sits at the center of Avalara’s continued expansion in the US market. You’ll lead a team responsible for driving new logo growth, shaping outbound strategy, and helping enterprise customers solve increasingly complex tax compliance challenges.

You won’t just inherit a team, you’ll help evolve the outbound motion, influence go-to-market strategy, and build a talent engine in one of Avalara’s key hub locations.

This is a highly visible leadership role with direct impact on revenue growth, sales execution, and future organizational scale.

If you've successfully led outbound enterprise sales teams, built high-performing cultures, and sold solutions connected to the ERP, commerce, or POS ecosystems, we'd love to talk!

• Lead and develop a team of Outbound Sales Leaders and Sales Executives focused on enterprise new business acquisition across the US
• Build a culture of accountability, performance, coaching, and customer obsession
• Develop future leaders through intentional mentorship, career progression, and talent planning

• Create and execute a strategic outbound sales plan aligned to Avalara’s aggressive growth goals
• Coach teams on outbound prospecting, pipeline generation, full-cycle sales execution, and closing complex enterprise opportunities
• Partner cross-functionally with Revenue Operations, Enablement, Marketing, and Talent Acquisition to strengthen outbound effectiveness and scalability

• Drive disciplined forecasting, pipeline inspection, and operational rigor
• Identify risk early and implement strategies to improve predictability and conversion
• Lead through data while maintaining a hands-on, execution-oriented leadership style

• Help attract and retain top enterprise sales talent in the local market
• Partner with Talent Acquisition on workforce planning, career pathing, and employer branding initiatives
• Build Avalara’s reputation as a destination for top-performing sales professionals

• 10+ years of experience in enterprise software sales, including 5+ years leading high-performing sales organizations
• Strong track record leading outbound prospecting motions and net-new logo acquisition teams
• Experience managing enterprise sales cycles with multiple stakeholders and executive buyers

• Experience selling solutions that integrate with ERP systems, ecommerce platforms, or POS technologies
• Strong understanding of ERP ecosystems, ideally including Oracle environments and partnerships
• Experience with tax compliance, determination, or financial technology solutions is a plus

• Skilled at presenting to and influencing C-level executives
• Strong forecasting, pipeline management, and strategic planning capabilities
• Comfortable balancing high-level strategy with day-to-day sales execution and coaching

• Passion for developing talent and creating scalable, high-performing cultures
• Experience with performance management, coaching, and organizational development
• Excellent communication, presentation, and leadership skills

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.

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.