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