Senior Director, EMEA Mid-Market Sales

Avalara is seeking an experienced Senior Director, Mid-Market Sales to lead our Mid-Market new logo sales motion across the UK and broader EMEA region. This is a high-impact leadership role responsible for scaling revenue through net-new mid-market customer acquisition, while building a durable leadership bench within the sales organization.

In this role, you will lead a small, high-performing team of Sales Managers, who directly manage Mid-Market New Business Sales Executives. Your focus will be on setting strategy, driving disciplined execution, and developing leaders who can consistently deliver results in a complex, consultative SaaS sales environment.

What Your Responsibilities Will Be:

• Lead, develop, and coach a team of Sales Managers responsible for managing Mid-Market New Business Sales Executives focused on new logo acquisition.
• Own and execute a mid-market sales strategy aligned to Avalara’s international revenue goals.
• Drive excellence across the full mid-market sales cycle, from outbound prospecting through complex deal execution and close.
• Partner closely with Pre‑Sales, Marketing, Product, Customer Success, and Account Management to support mid-market pipeline growth and deal execution.
• Establish and maintain rigorous forecasting, pipeline management, and performance rhythms to ensure predictability and proactive risk mitigation.
• Champion a customer‑centric, consultative selling culture, focused on solving complex mid‑market tax compliance and determination challenges.
• Act as a senior Avalara representative in industry events, partner engagements, and C‑level customer conversations within the mid‑market segment.
• Attract, retain, and develop top sales talent, building clear career pathways and a strong succession pipeline for future mid‑market sales leaders.

What You’ll Need to be Successful:

• Proven experience leading and coaching new business sales teams emphasizing outbound prospecting and net‑new logo acquisition in the mid‑market segment.
• Experience managing leaders who sell third‑party SaaS solutions that integrate with ERP systems.
• Strong knowledge of ERP ecosystems, with experience selling into or partnering with Oracle strongly preferred.
• Exposure to tax compliance or tax determination technology is desirable.
• 10+ years of SaaS sales experience, including 5+ years in sales leadership roles.
• Demonstrated success closing complex, multi‑stakeholder mid‑market deals.
• Experience with performance management, forecasting, and operational rigor.
• Confidence presenting to and influencing C‑level executives and senior stakeholders within mid‑market organizations.
• Strategic mindset with the ability to roll up your sleeves and execute.
• Excellent verbal, written, and presentation skills.

Avalara is an AI‑first Company:

Avalara is an AI‑first Company: 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.

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 executive 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, U.S. Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.