Customer Account Manager - Enterprise

Avalara is an industry leader in tax compliance automation, focusing on innovative AI-driven solutions. The Customer Account Manager - Enterprise role involves growing existing Avalara Included customers across the U.S. by managing strategic relationships, driving sales growth, and ensuring customer success in a remote work environment.

Responsibilities:

• Develop strategic relationships with partners across customer organizations, acting as a trusted advisor from daily users to executive levels to understand 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 Annual Recurring Revenue (ARR) targets by creating and expanding a pipeline of opportunities within assigned accounts, identifying cross-sell and upsell opportunities, creating compelling business cases, and achieving quota
• Provide forecasts and risk analyses, tracking customer interactions within CRM tools such as Salesforce, while leveraging AI-driven data insights to optimize your pipeline
• 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
• Analyze customers' pain points and compliance goals, offering tailored solutions that align with their team goals, and proactively following up to assess satisfaction and identify revenue opportunities
• Collaborate with Partner Onboarding, Marketing, Sales, Product, and Customer Success teams to provide a cohesive, seamless customer experience
• Track and report on key metrics, including the number of completed launch projects for signed partners

Requirements:

• 8+ years of experience in a customer success, account management, sales, or a related field, with experience in a quota-carrying B2B sales role selling to an existing customer base
• Sales management practices, including opportunity generation, pipeline management, forecasting, and balancing multiple sales opportunities
• AI Bar-Raising mindset with the ability to adapt to new technologies and use data analysis tools to work smarter and deliver creative solutions
• Expert-level skills in Excel and data analysis, with experience creating data visualization dashboards to track metrics for named accounts
• Work collaboratively across teams and manage multiple customer opportunities simultaneously
• Experience using CRM software (e.g., Salesforce), project management software, and data tracking systems
• Experience establishing communication and engagement with prospects for sales calls, product presentations, webinars, and in-person meetings
• Bachelor's degree in Business, Communications, or a related field
• Background in SaaS, Data Analysis, or Data Science, with Microsoft Power BI experience