Enterprise Customer Account Manager

Avalara is an AI-first company that provides a cloud compliance platform. They are seeking an Enterprise Customer Account Manager to grow existing Enterprise customers, focusing on relationship management, sales growth, and customer success.

Responsibilities:

• Develop strategic relationships with partners across customer organizations, from daily users to executive levels
• You will be the trusted advisor for clients, understanding 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 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