Manager, Account Development - Enterprise Segment

About the Role

Key Responsibilities

• Lead a team focused on outbound pipeline development in consideration of Avalara's Enterprise segment-including SAP, Oracle, and Workday accounts and partner integrations.
• Collaborate with Partner Marketing, Field Sales, and Channel teams to operationalize outbound sales motions tailored to ERP-integrated use cases.
• Hire, onboard, and develop ADRs with an eye toward rapid upskilling and promotion readiness within 12-18 months.
• Operationalize an ABM-driven outbound strategy within the territory model to accelerate qualified engagement in the top enterprise tiers.
• Monitor daily performance metrics, dashboards, and conversion rates using Salesforce, Outreach, Gong/ExecVision, and Chilipiper.
• Ensure usage of CRM and sales tools to lead funnel hygiene, qualification standards, and engagement accountability.
• Partner with Sales Ops, Enablement, and Marketing to build persona-driven outreach, target segmentation, and customized plays for enterprise ERP partners.
• Foster an environment where creativity, recognition, and accountability results.
• Create weekly pipeline, conversion, and performance reports to Sales and Revenue leadership.

Requirements

• 6+ years of Inside Sales / Business Development leadership, with direct experience managing ADR or SDR teams in a SaaS or enterprise technology environment.
• 3+ years in an engaged manager or second-line manager role, developing people leaders and driving pipeline growth at scale.
• Experience supporting partner-integrated go-to-market efforts, with SAP, Oracle, or Workday ecosystems.
• Experience in enterprise pipeline acceleration, within high-volume or high-velocity sales environments.
• Deep experience with Salesforce.com, Outreach, Gong/ExecVision, 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.

Nice to Have

• Experience supporting partner-integrated go-to-market efforts, with SAP, Oracle, or Workday ecosystems.
• Deep experience with Salesforce.com, Outreach, Gong/ExecVision, and performance analytics tools.

Benefits & Perks

• Total Rewards: Compensation package, paid time off, paid parental leave, and bonuses.
• Health & Wellness: Benefits including private medical, life, and disability insurance (varies by location).
• Inclusive culture and diversity: Support for diversity, equity, and inclusion, with employee resource groups and senior leadership sponsorship.