VP, Sales Development
US-Remote
NA Careers
Req #: 16881
Type: Regular
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Overview: Build the Engine. Restore the Rigor. Scale What Works. Avalara is entering its next phase of growth. As we evolve from a predominantly inbound-led motion to a more balanced inbound and outbound strategy, Sales Development sits at the center of pipeline creation and revenue acceleration. We are seeking a Vice President of Sales Development who can lead at global scale installing operational rigor, strengthening leadership discipline, and building a predictable, data-driven pipeline engine that fuels our go-to-market organization. This is a high-impact leadership role responsible for stabilizing and elevating a 200+ person global SDR organization while partnering closely with Marketing, Sales, and RevOps to drive measurable SQL performance. This position will require extensive time in our Durham, NC headquarters. Location preference is East Coast. #LI-Hybrid Responsibilities: Operational Rigor & Performance Management * Establish clear inspection cadence, performance dashboards, and daily accountability rhythms across the SDR organization. * Drive clarity in waterfall metrics (MQL SAL SQL Revenue) with transparent reporting and productivity modeling. * Implement structured bottom-quartile management and performance coaching frameworks. * Ensure leaders at every level model discipline, presence, and accountability. Global Pipeline Creation (Inbound + Outbound) * Own global SQL production across all segments and geographies. * Strengthen alignment with Marketing to ensure quality, conversion, and efficient demand capture. * Build scalable outbound motions, including expanded capabilities in India. * Operationalize territory-based SDR models with clear ownership and accountability. Capacity & Productivity Modeling * Build and maintain rigorous headcount and ramp models tied to SQL and revenue targets. * Translate hiring plans into productivity assumptions grounded in data. * Partner with Finance and RevOps to ensure pipeline forecasts reflect real performance drivers. Global Leadership & Talent Development * Lead 4 Directors and multi-level SDR teams across US, UK, and India. * Build second-line leadership strength, particularly in India. * Develop early-career talent with clear progression pathways and coaching frameworks. * Establish strong skip-level engagement and leadership visibility. Digital & Process Innovation * Introduce scalable automation and AI-enabled prospecting where it enhances productivity. * Ensure innovation builds on strong fundamentals, not at their expense. * Optimize use of Salesforce, Outreach, Gong, and related sales technologies. Qualifications: * 15+ years in B2B revenue or sales leadership, including 7+ years leading large, distributed SDR or inside sales organizations. * Demonstrated experience leading 150+ person global teams, including US and India. * Proven track record installing operational discipline and performance rigor in complex environments. * Deep understanding of SDR productivity math, ramp modeling, and pipeline forecasting. * Experience building or scaling outbound engines. * High emotional intelligence paired with high standards of accountability. * Comfort navigating ambiguity while bringing clarity and structure. Who You Are * Operationally rigorous and data fluent. * Calm under pressure and decisive in execution. * Direct, clear, and transparent in communication. * A leader who models ownership and urgency. * A builder who respects fundamentals. * Globally minded and culturally aware.
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