Vice President, Existing Business Sales

What You'll Do Avalara is hiring a Vice President, Existing Business Sales to lead one of our most powerful revenue engines — a ~$1B+ renewal and expansion business across 3 customer segments that directly shape Avalara’s growth trajectory. You’ll lead a global team of 259 professionals across the and India, elevate renewal discipline, and turn customer partnerships into long-term value. If you thrive in high-scale SaaS environments and love driving clarity, performance, and predictable results, this is a rare opportunity to have outsized impact. The ideal candidate will be located on the east coast with the ability to travel to and work out of the Durham, NC office regularly. #LI-Hybrid What Your Responsibilities Will Be Retention & Expansion Leadership Lead renewal and account management teams in achieving best-in-class GRR, NRR, and ARR performance. Ensure early, disciplined renewal cycles with transparent pricing and strong customer value delivery. Drive thoughtful, customer-aligned expansion motions across segments. Forecasting & Operational Excellence Build a consistent operating rhythm that enhances renewal visibility and forecast accuracy. Strengthen data hygiene, risk identification, and capacity planning in partnership with RevOps and Finance. Simplify workflows to increase customer-facing time and remove friction from renewal processes. Global Leadership Lead and coach teams across the and Pune, fostering clarity, accountability, and performance. Develop leaders at all levels and build a culture grounded in Avalara’s values. Cross-Functional Partnership Work closely with Customer Operations (Support, CX, TAM, FinOps) to ensure seamless renewal readiness. Partner with Product and Marketing to support expansion motions and customer adoption. Influence upstream pricing, product, and customer experience decisions. Executive Communication Deliver data-driven insights on renewal health, churn drivers, expansion trends, and forecast performance. Ensure renewal and expansion results meet or exceed AOP targets. What You'll Need to be Successful 15+ years of SaaS revenue leadership with deep renewal or existing customer experience. Proven success leading large global teams (100+), ideally across and India. Track record of improving forecast accuracy, renewal predictability, and ARR performance. Strong analytical and operational skills; able to connect insights to actions. Experience modernizing renewal processes, tools, and forecasting systems. Excellent cross-functional collaboration with CX, RevOps, Finance, and Product. Clear communicator and strong coach with a balanced customer-first and commercial mindset. 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 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.Retention & Expansion Leadership Lead renewal and account management teams in achieving best-in-class GRR, NRR, and ARR performance. Ensure early, disciplined renewal cycles with transparent pricing and strong customer value delivery. Drive thoughtful, customer-aligned expansion motions across segments. Forecasting & Operational Excellence Build a consistent operating rhythm that enhances renewal visibility and forecast accuracy. Strengthen data hygiene, risk identification, and capacity planning in partnership with RevOps and Finance. Simplify workflows to increase customer-facing time and remove friction from renewal processes. Global Leadership Lead and coach teams across the and Pune, fostering clarity, accountability, and performance. Develop leaders at all levels and build a culture grounded in Avalara’s values. Cross-Functional Partnership Work closely with Customer Operations (Support, CX, TAM, FinOps) to ensure seamless renewal readiness. Partner with Product and Marketing to support expansion motions and customer adoption. Influence upstream pricing, product, and customer experience decisions. Executive Communication Deliver data-driven insights on renewal health, churn drivers, expansion trends, and forecast performance. Ensure renewal and expansion results meet or exceed AOP targets.