Account Development Representative

As an Account Development Representative (ADR), you will play a key role in driving Avalara’s growth across the UK and EMEA markets. You'll be responsible for identifying and engaging prospective customers, generating qualified opportunities, and partnering closely with Sales to build a strong pipeline. You will act as the first point of contact for many of our future customers, representing Avalara’s value and positioning our AI-powered tax compliance solutions effectively.

Your Responsibilities Will Be:

• Prospect and engage with potential customers across the UK and wider EMEA region via phone, email, and social channels.
• Qualify inbound and outbound leads to identify high-value sales opportunities.
• Book and schedule meetings for Account Executives, ensuring strong pipeline development.
• Research target accounts and key stakeholders to personalise outreach.
• Maintain accurate records of activities and opportunities in CRM systems.
• Collaborate closely with Sales and Marketing teams on campaigns and territory strategies.
• Consistently meet or exceed activity and pipeline generation targets.

What You’ll Need to be Successful:

• Previous experience in a sales development, business development, or customer-facing role (SaaS experience).
• Experience establishing communication and engagement with prospects in English (additional European languages are a plus).
• Curiosity, and a proactive approach to outbound prospecting.
• The ability to quickly understand customer needs and articulate value propositions.
• Highly organised with experience balancing multiple sales opportunities.
• Comfortable working in a fast-paced, target-driven environment.
• Familiarity with CRM tools (e.g., Salesforce) and sales engagement platforms.

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.

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.