Director, Accounting Channel Sales

Partners are central to Avalara’s growth, and accounting firms are a key part of that ecosystem. We are seeking a Director, Accounting Channel Sales to lead and develop a high-performing team responsible for growing revenue across Avalara’s accounting firm channel. 

This leader will set the team’s strategy and priorities, strengthen sales execution, develop talent, and drive predictable annual recurring revenue growth across existing and new accounting firm partnerships. You will establish clear operating rhythms, account coverage, pipeline discipline, and performance expectations while coaching the team to build deeper executive relationships and expand adoption across Avalara’s portfolio. 

You will partner closely with Sales, Product, Partner Marketing, Customer Success, Tax, and Enablement to grow adoption of AvaTax, Managed Returns for Accountants, property tax, 1099, licensing, and other Accelerator solutions. 

Location & Travel: We are open to location for this role. Approximately 50% travel is expected to meet with strategic accounting firm partners, support key opportunities, and attend industry and partner events. 

• Lead, coach, and develop a team of Accounting Channel Sales professionals, creating a culture of accountability, collaboration, and high performance. 

• Own the team’s revenue goals and execute the strategy required to grow annual recurring revenue across the accounting channel. 

• Establish clear operating rhythms including one-on-ones, pipeline reviews, forecasting, account planning, deal inspection, and performance coaching. 

• Build a scalable coverage strategy across the top accounting firms, ensuring clear account ownership, segmentation, prioritization, and resource allocation. 

• Recruit, develop, and retain strong sales talent while building future leaders and addressing performance gaps. 

• Coach the team on executive relationship development, strategic account planning, negotiation, complex deals, and multi-product expansion. 

• Build joint business plans with strategic accounting firms that define revenue goals, client adoption strategies, and expansion opportunities. 

• Expand existing relationships and develop new strategic accounting firm partnerships. 

• Drive adoption across AvaTax, Managed Returns for Accountants, and Accelerator solutions including property tax, 1099, and licensing. 

• Use data to improve pipeline quality, conversion, forecast accuracy, partner coverage, and seller performance. 

• Partner cross-functionally to improve the accounting firm experience, remove barriers to growth, and ensure the team has the tools and support needed to succeed. 

• Bachelor’s degree or equivalent experience. 

• 8+ years of experience in B2B sales, channel sales, partner sales, or business development, including experience working with accounting firms or professional services organizations. 

• 5+ years of people leadership experience, including hiring, coaching, developing, and managing sales professionals against measurable revenue goals. 

• Proven track record leading high-performing sales teams and driving consistent revenue growth. 

• Experience owning revenue targets, pipeline performance, forecasting, and sales execution. 

• Experience building or scaling channel or partner sales motions, including account segmentation, coverage strategy, and joint business planning. 

• Strong understanding of sales productivity, pipeline management, forecasting, and performance management. 

• Experience building executive relationships and navigating complex strategic partner organizations. 

• Experience with SaaS, tax technology, accounting technology, fintech, compliance software, or related solutions. 

• Strong cross-functional leadership skills and the ability to bring clarity, structure, and accountability to a growing organization. 

AI Bar Raiser Expectations 

Avalara is an AI-first company. Every leader is expected to raise the bar on how AI is applied to improve execution, productivity, decision-making, and measurable business outcomes. 

The Director, Accounting Channel Sales will lead AI adoption across the team, using AI to improve partner segmentation, account planning, pipeline inspection, forecasting, deal risk identification, seller coaching, and identification of expansion opportunities. This leader will build repeatable AI-enabled workflows, establish expectations for team adoption, and measure impact across productivity, pipeline quality, partner coverage, and revenue growth.