Enterprise Customer Account Manager

Avalara is an AI-first company focused on redefining the relationship between tax and technology. The Enterprise Customer Account Manager will be responsible for managing relationships with existing enterprise customers, improving sales growth, and ensuring customer satisfaction and retention.

Responsibilities:

• Develop strategic relationships with partners across customer organizations, from daily users to executive levels
• 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 ARR targets by creating, managing, and expanding a pipeline of opportunities within assigned accounts
• Identify cross-sell and upsell opportunities, create compelling business cases, and achieve quota
• Provide forecasts and risk analyses, tracking customer interactions within CRM tools such as Salesforce
• 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
• Experience establishing communication and engagement with prospects for sales calls, product presentations, webinars, and in-person meetings, ensuring every customer interaction is insightful and value-driven
• Analyze customers' pain points and compliance goals, offering tailored solutions that align with their business goals
• Follow up to assess satisfaction, address latest needs, and identify additional revenue opportunities
• Collaborate with our teams such as Marketing and Customer Success to provide a cohesive, seamless customer experience that prioritizes satisfaction and retention
• Partner across the organization to provide a unified approach to customer engagement and value delivery

Requirements:

• Experience in a quota-carrying B2B sales role, specifically in selling to an existing customer base
• Minimum 4 years' experience in SaaS sales, with a preference for those with expertise in the financial, tax, or compliance industry
• Understand and application of sales management practices, including opportunity generation, pipeline management, and forecasting
• Experience balancing multiple sales opportunities
• Industry knowledge in retail, software, logistics, finance, accounting, or tax
• Formal sales training and a relevant bachelor's degree
• Proficient in desktop productivity tools and CRM systems (e.g., Salesforce, Gainsight)
• Experience using AI and AI-related technologies