Note: The job is a remote job and is open to candidates in USA. Avalara is an industry leader in tax compliance automation, focusing on innovative AI-driven solutions. The Customer Account Manager - Enterprise role involves growing existing Avalara Included customers across the U.S. by managing strategic relationships, driving sales growth, and ensuring customer success in a remote work environment.
Responsibilities
- Develop strategic relationships with partners across customer organizations, acting as a trusted advisor from daily users to executive levels to understand their goals and compliance needs
- Demonstrate value and engage customers to ensure they are maximizing the benefits of their current investments and understanding the value of additional features and products
- Improve Annual Recurring Revenue (ARR) targets by creating and expanding a pipeline of opportunities within assigned accounts, identifying cross-sell and upsell opportunities, creating compelling business cases, and achieving quota
- Provide forecasts and risk analyses, tracking customer interactions within CRM tools such as Salesforce, while leveraging AI-driven data insights to optimize your pipeline
- Develop and refine comprehensive account plans aimed at delivering sales targets and exceeding customer expectations
- Lead negotiations to secure favorable terms, close deals, and exceed revenue goals
- Analyze customers' pain points and compliance goals, offering tailored solutions that align with their team goals, and proactively following up to assess satisfaction and identify revenue opportunities
- Collaborate with Partner Onboarding, Marketing, Sales, Product, and Customer Success teams to provide a cohesive, seamless customer experience
- Track and report on key metrics, including the number of completed launch projects for signed partners
Skills
- 8+ years of experience in a customer success, account management, sales, or a related field, with experience in a quota-carrying B2B sales role selling to an existing customer base
- Sales management practices, including opportunity generation, pipeline management, forecasting, and balancing multiple sales opportunities
- AI Bar-Raising mindset with the ability to adapt to new technologies and use data analysis tools to work smarter and deliver creative solutions
- Expert-level skills in Excel and data analysis, with experience creating data visualization dashboards to track metrics for named accounts
- Work collaboratively across teams and manage multiple customer opportunities simultaneously
- Experience using CRM software (e.g., Salesforce), project management software, and data tracking systems
- Experience establishing communication and engagement with prospects for sales calls, product presentations, webinars, and in-person meetings
- Bachelor's degree in Business, Communications, or a related field
- Background in SaaS, Data Analysis, or Data Science, with Microsoft Power BI experience
Benefits
- Paid time off
- Paid parental leave
- Many Avalara employees are eligible for bonuses
- Private medical, life, and disability insurance
- Avalara strongly supports diversity, equity, and inclusion
- 8 employee-run resource groups, each with senior leadership and exec sponsorship
Company Overview
Company H1B Sponsorship