Customer Account Manager - Enterprise

Avalara is an industry leader in tax compliance automation, and they are seeking a Customer Account Manager - Enterprise to join their Strategic Business Development Team. In this role, you will focus on growing existing customers across the U.S. by developing strategic relationships and ensuring they maximize their investments.

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