What You'll Do

The Senior Director of Revenue Operations leads a team focused on optimizing revenue processes, systems, and analytics to support go-to-market (GTM) strategy. You will oversee Lead to Sale, Quote to Cash, Sales Operations, Marketing Operations, Financial Operations, Order Management, Billings, Quoting, Forecasting, and Planning, ensuring operational excellence and scalability.

You will guide best practices, enhance efficiency, and foster agreement across Sales, Marketing, Finance, IT, and Business Operations. You will use data-driven insights and automation tools to improve revenue performance while supporting inbound/outbound sales teams, renewals, customer success managers (CSMs), and business development teams across global markets. You will report to the Head of Revenue Operations and the ability to work remotely.

What Your Responsibilities Will Be

Revenue Strategy & Optimization

* Develop a comprehensive revenue operations strategy to support GTM goals.

* Improve Lead to Sale and Quote to Cash processes to improve efficiency and revenue predictability.

* Establish scalable frameworks for forecasting, planning, and pipeline management.

* Promote collaboration to align revenue operations with our goals.

Systems & Process Leadership

* Oversee Revenue Operations systems, ensuring seamless integration across Salesforce, Salesforce CPQ, AI Agentic services, Outreach, Gong, Eloqua, Marketo, NetSuite, Zone Advanced Billings, LeanData, MadKudu, Gainsight, Lative, Xactly, and other tools.

* Lead automation programs to enhance productivity and refine workflows.

* Implement data governance and reporting best practices to ensure accuracy and visibility.

GTM Operations

* Partner with Sales, Marketing, Partner, and Business Development teams to improve lead management and conversion.

* Support inbound/outbound sales teams with relevant insights and operational efficiencies.

* Enhance account segmentation and territory planning to guide equitable distribution and growth.

Financial & Order Management

* Collaborate with Finance leaders to improve billing, quoting, and revenue recognition processes.

* Ensure compliance with financial reporting standards and revenue forecasting accuracy.

* Bring renewals strategy, ensuring retention and expansion opportunities are maximized.

Leadership & Partner Engagement

* Lead a team of systems experts, process analysts, and business analysts.

* Partner with Sales leaders, Business Operations, IT, Consultants, and Finance teams to lead agreement.

* Provide executive-level reporting on revenue performance, risks, and opportunities.

What You'll Need To Be Successful

* 10+ years of experience in Revenue Operations, Sales Operations, or Business Operations.

* Track record in GTM strategy execution, forecasting, and process optimization.

* Expertise in Salesforce, CPQ, AI-driven automation, and revenue analytics tools.

* Experience managing global teams across multiple regions.

How We'll Take Care Of You

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.

What You Need To Know About Avalara

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.