Customer Account Manager

Sales | Durham, NC, United States

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  •  Establish a professional working relationship with day-to-day users within existing client base up to the executive level

  • Become a trusted business partner to clients by understanding their business goals and recommending suitable solutions, using expert knowledge of Avalara's suite of products and services. 

  • Articulate and present the value delivered by Avalara products and services to various levels within an organization to ensure renewal and expansion sales

  • Manage a pipeline of add-on and upsell opportunities within a set of existing accounts and deliver results against a quota

  • Responsible for customer retention (dollar and logo) throughout the renewal sales cycle 

  • Provide timely forecasts and risk analysis to direct manager as well as track customer and partner interaction, leveraging Salesforce·       

  • Work in a collaborative team environment with a Customer Success Manager to promote client retention and satisfaction 

  • Create a win-win environment for the client and Avalara by professionally and ethically negotiating issues related to contracts, pricing and service fees.

  • Leverage the broader internal team and partner ecosystem to address client satisfaction issues Present a professional image via communication skills, both proactively and when under duress

  • Grow relationships with key client contacts to ensure we add value at every step and ultimately get a client to promote us to their peers

  • Build client references and uncover client success stories to share with the sales and CAM team

  • Develop subject matter expertise and deep product knowledge in order to provide valuable actionable recommendations to clients related to best practices in managing sales and use tax


  •  Bachelor's degree (B.S. or B.A.) from an accredited college or university, or equivalent career experience

  • Minimum 5+ years of successful Business to Business consultative sales experience of complex products or services 

  • Professional, polished and engaging communication including, interpersonal, organizational and presentation skills. 

  • Digital-minded and tech-savvy 

  • Experience working with senior executive level personnel 

  • Experience negotiating contracts or facilitating resolution to customer problems

  • Efficient organization and work habits that allow for a significant level of multi-tasking 

  • Proven track record of achieving performance goals including quotas, revenue targets or other key performance indicators

Preferred Qualifications

  • Experience up-selling complex SaaS, Cloud, or software-based solutions into existing client accounts

  • Specialized knowledge of compliance services, including sales and use tax calculation, exemption certificate management, filing and remittance, and related services would be a distinct advantage

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