Enterprise Customer Account Manager

Avalara is hiring an Enterprise Customer Account Manager to grow existing enterprise customers across the U.S. The role is accountable for ARR growth, customer satisfaction, and retention through strategic account management, sales growth, and collaboration across teams.

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
• 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)
• You'll bring experience using AI and AI-related technologies, ready to thrive here
• with a preference for those with expertise in the financial, tax, or compliance industry