EMEA Account Development Leader — Pipeline & Growth in Brighton

Avalara is looking for a Manager, Account Development to lead a high-performing team of 8-12 Account Development Representatives (ADRs). You will be central to scaling Avalara's revenue engine. You will guide strategic pipeline development across Avalara's EMEA portfolio, align inbound and outbound motions with partner engagement, and help groom future sales talent.

Reporting to the Sr. Manager, Account Development, this role will require some travel to the Brighton and London offices. You will architect scalable development processes, implement data-driven performance frameworks, and ensure agreement on Avalara's EMEA growth goals. Your leadership will directly influence ADR success, sales-qualified pipeline contribution, and Avalara's positioning within important partner-led ecosystems.

Your Responsibilities Will Be:

• Lead a team focused on pipeline development in the EMEA market.
• Partner-Aligned GTM Strategy: Collaborate with Partner Marketing, Field Sales, and Channel teams to operationalize outbound sales motions tailored to ERP-integrated use cases.
• People Development & Enablement: Hire, onboard, and develop ADRs with an eye toward rapid upskilling and promotion readiness within 12–18 months.
• Strategic Execution: Operationalize an ABM-driven strategy within the territory model to accelerate qualified engagement in the top enterprise tiers.
• Data-Driven Optimization: Monitor daily performance metrics, dashboards, and conversion rates using Power BI, Salesforce, Outreach, Gong/ExecVision, and Chilipiper.
• Sales Process: Ensure usage of CRM and sales tools to lead funnel hygiene, qualification standards, and engagement accountability.
• Collaboration: Partner with Sales Ops, Enablement, and Marketing to build persona-driven outreach, target segmentation, and customized plays.
• Performance Culture: Foster an environment where creativity, recognition, and accountability results.
• Executive Reporting: Create weekly pipeline, conversion, and performance reports to Sales and Revenue leadership.

What You Need To Be Successful:

• 5+ years of Inside Sales / Business Development role, 2+ years in a leadership role, with direct experience managing ADR or SDR teams in a SaaS or enterprise technology environment.
• Experience supporting partner-integrated go-to-market efforts.
• Experience in enterprise pipeline acceleration, within high-volume or high-velocity sales environments.
• Deep experience with Salesforce.com, Outreach, Gong, and performance analytics tools.
• Fluency in ABM strategy, funnel conversion metrics, and outbound development methodologies.
• Experience collaborating with senior partners across Sales, Marketing, Alliances, and Revenue Operations.

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.