Customer Account Manager - Enterprise

We are looking for a Customer Account Manager - Enterprise to join our Strategic Business Development Team, reporting to the Sr. Director, Strategic Business Development. In this role, you will focus on growing existing Avalara Included (Private Label Partners) customers across the U.S. Avalara is an industry leader in tax compliance automation, and you will play a critical part in our mission by ensuring our partners maximize their investments while driving our business growth.

This role is a remote role. You will bring a proven record of relationship management, sales growth, and a passion for customer success to a collaborative environment where innovation is celebrated. Working at Avalara means being part of a dynamic, forward-thinking team where your contributions directly impact our trajectory and your professional growth is supported every step of the way.

#LI-Remote

• Develop strategic relationships with partners across customer organizations, acting as a trusted advisor from daily users to executive levels to understand their goals and compliance needs.
• Demonstrate value and engage customers to ensure they are maximizing the benefits of their current investments and understanding the value of additional features and products.
• Improve Annual Recurring Revenue (ARR) targets by creating and expanding a pipeline of opportunities within assigned accounts, identifying cross-sell and upsell opportunities, creating compelling business cases, and achieving quota.
• Provide forecasts and risk analyses, tracking customer interactions within CRM tools such as Salesforce, while leveraging AI-driven data insights to optimize your pipeline.
• Develop and refine comprehensive account plans aimed at delivering sales targets and exceeding customer expectations.
• Lead negotiations to secure favorable terms, close deals, and exceed revenue goals.
• Analyze customers' pain points and compliance goals, offering tailored solutions that align with their team goals, and proactively following up to assess satisfaction and identify revenue opportunities.
• Collaborate with Partner Onboarding, Marketing, Sales, Product, and Customer Success teams to provide a cohesive, seamless customer experience.
• Track and report on key metrics, including the number of completed launch projects for signed partners.

• 8+ years of experience in a customer success, account management, sales, or a related field, with experience in a quota-carrying B2B sales role selling to an existing customer base.
• Sales management practices, including opportunity generation, pipeline management, forecasting, and balancing multiple sales opportunities.
• AI Bar-Raising mindset with the ability to adapt to new technologies and use data analysis tools to work smarter and deliver creative solutions.
• Expert-level skills in Excel and data analysis, with experience creating data visualization dashboards to track metrics for named accounts.
• Work collaboratively across teams and manage multiple customer opportunities simultaneously.
• Experience using CRM software (e.g., Salesforce), project management software, and data tracking systems.
• Experience establishing communication and engagement with prospects for sales calls, product presentations, webinars, and in-person meetings.
• Bachelor's degree in Business, Communications, or a related field.
• Background in SaaS, Data Analysis, or Data Science, with Microsoft Power BI experience

Pay Range Details

The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations.

Colorado $110,700-$177,180 [annually]

Washington $110,700-$195,720 [annually]

California $110,700-$214,440 [annually]

NYC $122,280-$214,440 [annually]

The pay range above is the general base pay range for a successful candidate in the state listed. The

successful candidate's actual salary/wage may be based on various factors, such as geographic location, candidate experience and qualifications, as well as market and business considerations.

This role is eligible for the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the applicable plan and the employee's role

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.