At a Glance
- Tasks: Lead a team to achieve sales targets while ensuring quality and coaching.
- Company: Join Avalara, a billion-dollar tech company redefining tax compliance.
- Benefits: Enjoy competitive pay, health benefits, and a supportive work culture.
- Other info: Be part of a diverse team committed to innovation and growth.
- Why this job: Make a real impact by driving team success and embracing AI technology.
- Qualifications: 2+ years in sales development with proven coaching skills.
The predicted salary is between 56700 - 69300 £ per year.
As part of a new Center of Excellence, we are creating a new role of Sales Development Performance Lead (Performance Lead). The Performance Lead is a manager level individual contributor within Avalara's global Sales Development organization. This is a newly created, upleveled role born from a deliberate decision to separate production accountability from quality accountability - freeing Managers to own attainment and daily execution while the Performance Lead owns the quality, consistency, and enablement infrastructure that makes attainment sustainable over time. This is not a training coordinator role. It is a practitioner role.
The Performance Lead carries a small monthly personal quota - approximately 10-20% of the individual XDR’s quota they will support - because being on the phone keeps the Performance Lead current on what prospects are saying, what objections are landing, and what the market looks and sounds like today. XDRs will observe the Performance Lead make live calls. That is part of the job design. Credibility in this role comes from doing, not from being designated. The Performance Lead's primary success metric is not personal production. It is the percentage of XDRs they support who achieve quota – currently targeting: 75–80%+ of the team hitting quota.
The Performance Lead achieves this through structured call listening (Gong), live side‑by‑sides, Hyperbound scoring and AI coaching, certification administration and scoring, and individual development planning grounded in data. Responsibilities include:
- Drive regional team quota attainment, with a primary KPI of 75–80%+ of XDRs in the region hitting quota consistently.
- Monitor individual and team performance data daily, surface early warning signals before they become pipeline problems, and translate data patterns into targeted coaching actions.
- Own call quality through active listening and live coaching.
- Review 5+ Gong-recorded calls per month per XDR, score against the global QA scorecard, and deliver structured individual debriefs.
- Conduct weekly live side‑by‑side during XDR call blocks - observing, coaching in real time, and modeling correct behavior on the phone.
- Carry and work a small personal quota of approximately 10-20% of the individual XDR’s quota.
- Make calls alongside the XDR team, invite observation, and use your own live calls as teaching moments.
- Administer and score XDR certifications across the full regional XDR population: Product Knowledge Test, Prospecting & Process Assessment, and Cold Call Certification.
- Use certification results to build individual, rep‑specific development plans - not generic training programs.
- Track progression and re‑assess on a defined cadence.
- Drive Hyperbound scoring and AI-assisted coaching.
- Maintain and evolve the regional playbook library on Highspot: partner‑specific talk tracks, objection handling guides, competitive battle cards, and sequence templates.
- Represent your region in the weekly global Performance Lead sync.
- Contribute to new hire onboarding and ramp programs (NEO and ramp curriculum).
- Partner with regional Managers on at‑risk XDR identification.
- Reporting directly into the SR Manager (or Director) of Sales Dev Operations/Strategic Initiatives (DevOps).
What You'll Need to be Successful:
- 2+ years of XDR (SDR, ADR, or BDR) experience, including experience both as an SDR and ADR (Inbound and Outbound).
- Consistent quota attainment history.
- Experience coaching or mentoring peers - formal or informal.
- Strong working knowledge of the full XDR technology stack: Salesforce, Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Gong, and Glean.
- Data fluency.
- Sandler, Challenger and/or LAER objection handling proficiency.
- Certification eligibility.
- Experience with Hyperbound or equivalent AI call coaching tools (strongly preferred).
- Cross‑regional awareness (preferred).
- Experience building or contributing to enablement content (preferred).
- Excellent interpersonal and communication skills.
- Excellent strategic, conceptual, and leadership skills.
- Ability to collaborate effectively and engage both up and down in the organization.
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.
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’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.
Sales Development Performance Lead in London employer: Avalara, Inc.
Avalara, Inc. is an exceptional employer that fosters a dynamic and inclusive work culture, where innovation and collaboration thrive. As an SDR Manager, you will benefit from comprehensive professional development opportunities, competitive compensation, and the chance to lead a talented team in a rapidly growing sector. Located in a vibrant area, Avalara offers unique advantages such as flexible working arrangements and a commitment to employee well-being, making it a rewarding place to advance your career.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Development Performance Lead in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Development Performance Lead at Avalara, Inc., presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Avalara, Inc.. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Development Performance Lead. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Development Performance Lead in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Avalara, Inc.:When writing your cover letter, make sure to tailor your message specifically for Avalara, Inc.. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Avalara, Inc.
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Avalara, Inc. that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Avalara, Inc. that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Avalara, Inc.’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
