Direct Sales - Existing Accounts

What You'll Do

Manage and expand a high-volume customer portfolio by leading renewals, reducing churn, and scaling growth through efficient, tech-touch strategies You'll report to Director of APAC Sales.

What Your Responsibilities Will Be

• Own renewals and retention: Manage the full renewal cycle including forecasting, negotiation, and order execution to achieve renewal rate, GRR (Gross Revenue Retention), and churn targets across the assigned accounts from the region.
• Proactively mitigate risk: Identify early warning signals (e.g., low usage, support trends, billing issues) and execute targeted save plays to stabilize at-risk accounts.
• Drive efficient growth: Identify and close upsell and cross-sell opportunities aligned to customer outcomes.
• Deliver against revenue goals: Maintain a high-velocity pipeline and consistently meet or exceed ARR(Annual Recurring Revenue) and NRR(Net Revenue Retention) targets.
• Manage at scale: Oversee a high-volume portfolio using tech-touch strategies to drive engagement and value realization.
• Prioritize with data: Segment accounts by health, potential, and risk; execute standardized, data-driven playbooks for each segment.
• Deliver value and build advocacy: Conduct focused check-ins and periodic business reviews, recommending clear next-best actions.
• Amplify customer voice: Capture feedback and partner with Product, Support, and Marketing to influence improvements and campaigns.
• Collaborate cross-functionally: Work closely with Customer Success, Solutions, and Marketing to ensure seamless onboarding, issue resolution, and scalable enablement.
• Maintain operational excellence: Ensure accurate CRM hygiene, forecasting, and activity tracking.

What You’ll Need To Be Successful

• Achieve or exceed renewal rate and GRR targets, with measurable NRR growth across your portfolio
• Reduce logo and revenue churn through early risk identification and effective mitigation strategies
• Increase product adoption and feature utilization within your customer segment
• Deliver accurate forecasts and execute error-free, on-time renewals
• Maintain high customer satisfaction, driving strong advocacy and reference ability

Qualification Required:

• Proven experience in SaaS renewals, account management, or customer-facing roles with a track record of meeting retention and expansion targets
• Strong negotiation and objection-handling skills, including experience working with procurement and senior decision-makers
• Data-driven mindset with experience using CRM platforms (e.g., Salesforce) and sales tools (eg: Gong, Gainsight) to manage and prioritize a portfolio at scale
• Effective communication skills with the ability to build engagement and trust with customers
• Strong process discipline and attention to detail in managing renewals and pipeline activities
• Collaborative approach, with experience working cross-functionally with Customer Success, Support, Product, and Marketing teams

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.