Senior Manager, GTM Operations

In this highly visible role, you will use your strategic thinking and analytical skills to provide data driven insights and build/refine operational processes to support our Sales leaders to achieve key objectives and develop new business strategies. You will focus on solving key operational issues and gain insight into strategic decision-making establishing relationships across several cross-functional teams.

We Would Expect You To

• Have business acumen to be able to engage/Sales leaders / Representatives

• Be familiar with Systems/Tools, especially Salesforce, to increase productivity and efficiencies

• Be able to pull the right insights and metrics to identify business gaps and help to solve them

What Your Responsibilities Will Be

• Lead and scale GTM Field Operations supporting cross-functional GTM teams

• Operate in a player-coach model doing more as an individual contributor (IC) with significant hands-on execution

• Own sales forecasting (weekly, monthly, quarterly), including pipeline coverage, commit accuracy, risk and upside analysis

• Support pipeline reviews and create high-quality, executive-ready pipeline review decks for leadership

• Build, maintain, and optimize Salesforce and Excel reports and dashboards to support various GTM requirements

• Serve as a Salesforce reporting and sales operations subject matter expert

• Update Salesforce data as and when needed

• Translate complex GTM data into clear insights and recommendations that influence strategy and execution

• Leverage analytics and AI-driven tools to improve forecasting accuracy, reporting efficiency, and insight generation

• Support and continuously improve end-to-end SaaS GTM processes - from lead to opportunity, close, renewals, and expansion

• Collaborate effectively in a matrix team structure across Sales, GTM Ops, Analytics, Marketing Ops, Commission/quota ops and Systems

• Strategic Program Leadership: Drive the planning, execution, and governance of initiatives that support GTM strategy and operational efficiency.

• Stakeholder Engagement: Partner with cross-functional teams to align on priorities, track execution, and drive adoption of new processes and systems.

What You’ll Need To Be Successful

• 10+ years of experience, with majority of experience in Sales Operations / GTM Operations / Revenue Operations within a B2B SaaS environment

• Strong end-to-end understanding of SaaS GTM processes

• Advanced, hands-on expertise in Salesforce reporting, dashboards, and data models

• Proven experience owning forecasting, pipeline management, and analytics

• High proficiency in data analysis and insight generation

• Experience working in matrixed, global team environments

• Excellent communication and stakeholder management skills

• Strong problem-solving mindset with attention to detail, diligence, proactiveness, adaptability and operational excellence

• Flexibility to overlap working hours with US and APAC teams

• Exposure to multi-region or global sales models

• Tools & Technology – Understanding and ability to work on Salesforce Sales cloud, CPQ, advanced reporting and dashboards, Outreach, Gong, Jira, ZoomInfo, Xactly and other GTM tools.

• Ability to leverage AI tools and automation.

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. --- Seniority level: Mid-Senior level Employment type: Full-time Job function: Management and Manufacturing Industries: Software Development