What You'll Do

We are looking for a driven, curious Sales Development Representative (SDR) to join our E-Invoicing & Live Reporting (ELR) sales development team. Reporting to the SDR Manager, you will be the tip of the spear: generating and qualifying pipeline for our global e-invoicing and live reporting solution through both outbound prospecting and inbound demand qualification.

This is a high-impact, high-visibility role in a fast-moving, mandate-driven market. As governments worldwide accelerate e-invoicing and continuous transaction control (CTC) mandates, demand for compliant, scalable solutions is surging. You will be the first point of contact for multinational prospects, helping them understand why a strategic, global approach to e-invoicing matters and opening the door for our Account Executives.

What Your Responsibilities Will Be

Prospect & Pipeline Generation

• Research, identify, and engage target accounts that fit our Ideal Customer Profile (ICP)
• Execute multi-channel outbound campaigns (email, phone, LinkedIn, video) using our sequences and messaging to book qualified meetings.
• Respond to and qualify inbound leads from marketing campaigns, events, webinars, and website enquiries in a timely, professional manner.
• Consistently meet or exceed monthly and quarterly targets for qualified meetings and sourced pipeline.

Qualification & Discovery

• Run effective early discovery conversations, uncovering prospect pain, mandate exposure, systems landscape, and buying triggers using our qualification framework (e.g. SPICED).
• Qualify opportunities against ICP and volume criteria, filtering out low-fit, targets so Sales Executives can focus on the right deals.
• Challenge prospects to think strategically about a global e-invoicing strategy rather than solving mandates country-by-country.

Collaboration & Handoff

• Partner closely with Sales Executives to build account plans and ensure smooth, high-quality handoffs of qualified opportunities.
• Work with Marketing to provide feedback on campaign quality and inbound lead conversion.
• Collaborate with Sales Enablement to stay current on product capabilities and positioning.

Data & Process

• Maintain accurate, timely records of all activity, contacts, and opportunities in Salesforce.
• Follow prospecting playbooks and cadences, and contribute ideas to continuously improve messaging and process.
• Track personal performance metrics and use data to refine your approach.

What You’ll Need To Be Successful

• 1-2 years in a sales, sales development, business development, or customer-facing role .
• A track record of hitting or exceeding activity and pipeline targets, or clear evidence of drive and coachability.
• Excellent written and verbal communication skills, with the confidence to engage senior buyers.
• Strong organisation and time-management skills; able to balance outbound and inbound priorities.
• Curiosity, resilience, and a genuine appetite to learn about a complex, evolving market.
• Comfort with a modern sales tech stack (Salesforce, sales engagement platforms, prospecting/intent tools) or the aptitude to learn quickly.

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.