Senior Territory Design Manager

Operations | Seattle, WA, United States,Durham, NC, United States

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What You'll Do


  • Define, construct, and maintain the Outbound Sales territories for Avalara's Acquisition Sales teams.
  • Identify the KPIs (Key Performance Indicators), insights and required reporting/dashboards to monitor overall territory health, data integrity, and other key objectives and performance indicators
  • Contribute to the overall GTM strategy for the Outbound Sales motion to ensure balanced and equitable territory assignments to maximize productivity and bookings performance.
  • Business Process Owner (BPO) to accountable for balanced Territory and Lead assignments across Sales and Sales Development.
  • Analyze, monitor and provide insights related to Territory balancing efforts to assist sales and leadership team in developing plans that will lead to achievement of goals
  • Work with Insights and Analytics team to produce “as required” reports using current business reporting tools (PowerBi, SFDC, Excel) to ensure timely and informative insight to Territory Assignment efforts.
  • Lead cross-functional sessions with the Revenue Operation organization to ensure consistent Business Process standards related to Territory Design efforts
  • Establish baseline reporting for Sales Enablement to ensure trainings are producing positive/effective results
  • Support the direction and efforts of the Revenue Operations - Automation & Tooling team to ensure balanced, effective distribution of records to Sales and Sales Development
  • Coordinate with Demand Generation and Marketing teams to identify and recommend best in class standards for Data Governance efforts to ensure healthy and clean data within CRM system (Salesforce).
  • Leverage existing tools to effectively communicate results of assigned priorities to the sales organization
  • Create and automate scalable Demand Generation (from lead conversion to qualification and opportunity development) processes designed to maximize efficiency across the entire pipeline/funnel.
  • Drive optimal deployment of sales personnel through the type of role, coverage models, and territory mapping
  • Support the Sales team on strategic planning, sales strategy, and special projects.

Background you'll need to have

The ideal candidate will bring to the table a proven track record of successfully managing Territory Design in a SaaS environment, with the ability to articulate design concepts and strategy and why those concepts are relevant to achieving growth targets.

Must Have Skills/Assets


  • Territory Design and Management
  • Proven experience with the following Reporting tools (Excel, SF Dashboards & Reporting, DnB Optimizer)
  • Data Visualization skills
  • Ability to handle, manipulate, and dissect large scale data sets to further enhance Sales Operations' impact to the business
  • BA/BS in Mathematics, Computer Science or equivalent technical degree
  • Able to create scalable and repeatable analytics, forecasting and probability modeling
  • Ability to translate data into something actionable
  • Proven experience interpreting data results in a way that is easily understood by less technical folks
  • Able to manage multiple priorities and build excellent rapport with internal teams

Additional skills you will bring


  • 8+ years of hands-on work experience in data analytics
  • 4+ years producing data strategy and insights
  • 3+ years in Territory Assignment management/Territory modeling at DMA or Zip Code level segmentation
  • Analytical Problem Solving: Willingness to deep dive into the details combined with ability to step back and synthesize data to make meaningful recommendations

  • 3+ years exposure working with DnB Account firmographic data elements
  • Excellent Verbal & Written Communication Skills: Ability to articulate your ideas in presentations and reports across the Avalara organization, from senior executives to your peers
  • Must be detail oriented and be able to prioritize effectively to meet strict deadlines
Apply Now!