Avalara

What You'll Do

Avalara is looking for a Senior Manager, Inside Sales will oversee the Account Development Managers who manage a team of 10 – 12 individuals and leads, develop, and scale an inside sales team focused on driving revenue growth and customer experience. You will combine strategic planning with hands-on management to optimize performance, implement best practices, and ensure understanding of organizational goals. You will lead the way for some of our greatest future talent. You will report to the Director, Inside Sales.

Who You Are:

• Your passion is professional and personal development. You are energized by helping those around you live up to their true potential and take pride in their success.
• You take ownership. You hold yourself and your teams accountable to meet and align your priorities with that of the company.
• You are compassionate and emotionally intelligent. You understand a “one size fits all” approach to coaching does not always work. You embrace the different personalities that make up your team and adjust your methods accordingly.
• You have an eye for details and bring out creative Ideas and thoughts across the table.

What Your Responsibilities Will Be

What you’ll do

• Mentor Account Development Managers and Reps who responsible for creating Outbound sales opportunities through the ABM (Account Based Marketing) Motion and Territory Model
• Develop scalable Outbound and Inside sales strategies to exceed quarterly annual Quotas and revenue goals.
• Motivate Individuals and Teams to exceed goals through coaching, weekly one on ones, daily metric tracking and creative incentives.
• Manage pipeline metrics and implement processes for a healthy funnel development.
• Manage the use of Salesforce.com and other CRM tools
• Work with Sales Operations, Enablement, ADR Managers and SDR Managers to refine processes, talk tracks and update training documentation.
• Ensure positive and collaborative working relationships with both the Marketing and Sales organizations to maximize ADR impact and to align company go-to-market strategies and lead generation efforts.
• Provide ongoing feedback to website developers Marketing and Lead Generation teams to help build the highest quality responses to the ADR team.
• Supporting US clientele and will work in Night Shifts

What You'll Need to be Successful

Experience/Qualifications

• 10–12+ years of experience in B2B sales Min 5-6 years in sales management for Inside Sales, Business Development, ADR Teams & SDR teams – preferably in SaaS or technology sales call centers and people management role
• Skills of identifying great talent and scaling a successful team (successful ADRs typically promote within 12-18 months which makes hiring and training a important aspect of the job)
• Knowledge of Pipeline Management and Account Based Marketing
• Working knowledge of inbound and outbound tele-prospecting methodologies in a automated environment
• Experience with Salesforce.com required, Chilipiper, ExecVision/Gong or Outreach
• Ability to work with all levels of management across different departments.

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