Sales Development Performance Lead

JobsCloseBy Editorial Insights

Avalara is seeking a Sales Development Performance Lead to run the EMEA Sales Development organization from Brighton, reporting to the VP of Sales Development. You will shape the strategy and coaching for both inbound and outbound SDRs, partner with the Pune team to standardize best practices, and use data and AI enabled workflows to accelerate demand generation and rep ramp. The role requires 10+ years in sales, at least 3 years leading through people leaders in SaaS or tech, a genuine love of cold calling, and a hands on, energetic leadership style. In your application, quantify wins with metrics, show how you have driven talent development and cross functional alignment with marketing, and highlight AI automation experience and your ability to scale a dispersed team.

What You'll Do

Want to kick off an exciting career with a fast-growing cloud technology business in a complicated, exciting & high growth area of regulatory compliance? We are looking for a Director Inside Sales to join our Leadership team to make an outstanding contribution to the growth of our EMEA business.

Reporting to the VP of Sales Development, you will oversee a sales development organization, providing strategic direction, leadership, coaching and mentoring. Using your leadership skills, you will inspire this group of frontline Sales Development Representatives (both Inbound and Outbound) and lead the way for the development of future talent in an exciting, innovative, and growing SaaS company!

Your team consists of bold, competitive and diverse individuals across multiple European geographies, who will identify new prospects and high value opportunities through inbound & outbound prospecting methods.

What Your Responsibilities Will Be

• Execute on the demand generation plans to support the company's strategic growth goals

• Support the evolution of the business development function incorporating AI technologies and automation into sales development workflows
• Understand the changing needs of the business and ensure the development of new talent is aligned to support these needs
• Lead the EMEA based Sales Development team and have dotted line responsibility for the Pune team that supports EMEA to ensure global best practices and SOPs are followed and enforced – partner with the Pune based EMEA leader to orchestrate alignment across this function with revenue marketing, growth marketing, and sales
• Leverage data to derive trends, inform next practices and improve overall process and execution across teams
• Motivate them to exceed objectives through coaching, weekly one on ones, daily metric tracking and creative incentives
• Help create a fun, high energy environment where people love coming to work
• Oversee and monitor the effective use of Salesforce and other CRM tools
• Work closely with senior management team to refine process, talk tracks and update training documentation
• As the regional leader, ensure positive and collaborative working relationships with both the marketing and sales organizations to maximize the sales representatives' impact
• Compile daily and weekly reports for quality assurance

What You’ll Need To Be Successful

• Degree educated or equivalent in a business management related topic.
• Successful sales career with a minimum of 10 years+
• A love of cold calling and a willingness to jump on the phones and demonstrate ‘what success looks like’ for your team members
• A strong background of AI use and an understanding of how automation can be leveraged to enable and empower sales development reps – a desire to test and learn
• A minimum of 3 years+ proven experience leading through people leaders in sales management for telephone-based sales, business development or SDR teams preferably in SaaS or technology sales
• Proven skill set of identifying great talent and scaling a successful geographical dispersed business development organization
• A strategic thinker with the ability to adapt and deliver consistent growth during times of business transformation
• A desire to be a hands-on and engaged leader who loves the energy of and wants to be in the ‘Pit’

Avalara is an AI-first Company

AI is embedded in our workflows, decision-making, and products.  Success here requires embracing AI as an essential capability.

• You’ll bring experience using AI and AI-related technologies, ready to thrive here.

• You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.

• You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

How We’ll Take Care Of You

Total Rewards 

In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. 

Health & Wellness 
Benefits vary by location but generally include private medical, life, and disability insurance. 

Inclusive culture and diversity 
Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship. 

What You Need To Know About Avalara

We’re defining the relationship between tax and tech.

We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world.

We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too.

We’re An Equal Opportunity Employer

Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.