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- Tasks: Lead a dynamic team to drive sales growth across EMEA and develop future sales talent.
- Company: Join Avalara, a billion-dollar tech company revolutionising tax compliance.
- Benefits: Enjoy competitive pay, bonuses, health benefits, and a supportive work culture.
- Why this job: Make a real impact in a fast-paced environment while embracing AI technology.
- Qualifications: 5+ years in sales, with leadership experience in SaaS or enterprise tech.
- Other info: Diverse and inclusive culture with opportunities for personal and professional growth.
The predicted salary is between 60000 - 80000 £ per year.
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.
What You'll Need To Be Successful
- 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.
5+ years of Inside Sales / Business Development role, 2+ year 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. 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.
Sales Development Manager, EMEA in Brighton employer: Avalara
Contact Detail:
Avalara Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sales Development Manager, EMEA in Brighton
✨Tip Number 1
Network like a pro! Reach out to current employees at Avalara on LinkedIn, and ask them about their experiences. This can give you insider info and might even lead to a referral!
✨Tip Number 2
Prepare for the interview by understanding Avalara's products and how they integrate AI into their processes. Show us that you're not just interested in the role, but also in the company’s mission and values.
✨Tip Number 3
Practice your pitch! Be ready to discuss your leadership style and how you've developed teams in the past. We want to see how you can inspire and drive success in our ADRs.
✨Tip Number 4
Don’t forget to follow up after your interview! A quick thank-you email can go a long way in showing your enthusiasm for the role and keeping you top of mind.
We think you need these skills to ace Sales Development Manager, EMEA in Brighton
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter to highlight your experience in sales development and team leadership. We want to see how your skills align with our goals at Avalara, so don’t hold back!
Showcase Your Data Skills: Since we’re all about data-driven decisions, include examples of how you’ve used analytics tools like Salesforce or Power BI in your previous roles. This will show us you can hit the ground running!
Highlight Your Leadership Experience: We’re looking for someone who can lead a team effectively. Share specific instances where you’ve developed talent or improved team performance. We love to see how you’ve made an impact!
Apply Through Our Website: Don’t forget to submit your application through our website! It’s the best way for us to keep track of your application and ensure it gets the attention it deserves.
How to prepare for a job interview at Avalara
✨Know Your Numbers
As a Sales Development Manager, you'll need to be data-driven. Brush up on your understanding of key performance metrics and how they relate to pipeline development. Be ready to discuss how you've used tools like Salesforce or Power BI to optimise sales processes in your previous roles.
✨Showcase Your Leadership Style
This role involves leading a team of Account Development Representatives. Prepare to share specific examples of how you've developed talent in the past. Highlight your approach to onboarding and upskilling team members, and how you foster a performance culture that encourages creativity and accountability.
✨Understand Partner Dynamics
Avalara emphasises collaboration with partner teams. Familiarise yourself with their go-to-market strategies and be prepared to discuss how you've successfully aligned sales motions with partner engagement in your previous roles. This will show that you understand the importance of partnership in driving sales success.
✨Embrace AI in Sales
Since Avalara is an AI-first company, demonstrate your familiarity with AI technologies and how they've impacted your sales strategies. Share examples of how you've leveraged AI to improve efficiency or drive results, and express your enthusiasm for staying updated on new trends in AI that can benefit the sales process.