What You'll Do We are looking for an Account Executive to join our SaaS Sales team, focused on growing existing SMB customers across the U.S. We are looking for a proven record in SMB relationship management, sales growth, and a focus for customer success. With accountability to Annual Recurring Revenue (ARR) growth, customer satisfaction, and retention, the Account Executive will help achieve our goals. This is a hybrid role that must be located in Durham Responsibilities Customer Relationship Management: Develop strategic relationships with key stakeholders 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 Sales Growth: 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. Account Management and Strategic Execution: 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. Solution-Oriented Approach: 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. Collaboration: 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. #LI-Hybrid What You'll Need to be Successful Qualifications 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). Join our team and become an important part of our mission to improve ARR growth and exceptional customer experiences across our enterprise client base. About Avalara We’re Avalara. We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing nearly 40 billion customer API calls and over 5 million tax returns a year. Last year, we became a billion-dollar business, and our tribe expanded by a cool thousand people - there’s nearly 5,000 of us now. Our growth is real, and we’re not slowing down - not 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. Ownership and achievement go hand in hand here. We instill passion in our people through the trust we place in them. We’ve been different from day one. Join us, and your career will be too. EEO Statement 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.