Solutions Consultant

What You'll Do The Seller-Aligned Solution Consultant partners with Sales Executives. This partnership aims to increase average selling price (ASP) and multi-product adoption of Avalara's core compliance solutions. These solutions include Exemption Certificate Management (ECM), Avalara Tax Research (ATR), and AvaTax for Accounts Payable (AP). You will embed product awareness, discovery discipline, and solution positioning into daily seller motions. This ensures that viable opportunities are not qualified out prematurely and that customers realize the full value of Avalara's platform. The Solution Consultant is a force multiplier for assigned sales teams by influencing deal shape, improving attach rates, and accelerating seller proficiency across multiple products. This is a seller-aligned overlay role. Sales Executives retain ownership of pipeline, forecasting, and deal close. You will report to the Senior Manager, Sales and Solutions Consulting. What Your Responsibilities Will Be You will partner with aligned sales teams to lead multi-product adoption of ECM, ATR, and AP across all customers You will engage early in sales cycles—discovery through close—to identify attach opportunities and prevent under-scoping of customer needs You will influence deal strategy, solution packaging, and positioning to increase ASP and product reach Be a secondary voice in customer conversations to enhance credibility, discovery depth, and engagement You will help sellers through live deal support, team sessions, coaching, and reinforcement of product talk tracks and use cases Identify patterns in seller execution, deal quality, and product positioning and address gaps through targeted enablement Participate in outbound and opportunity-generation activities in partnership with Sales Executives Collaborate with Functional Solution Consultants, Product Solution Engineers, Product, and Marketing to align execution with product strategy Provide structured product-level insights to leadership to support QBRs, GTM planning, and executive reviews Represent the voice of the field and customer by surfacing feedback that informs messaging, enablement, and product improvement What You'll Need to be Successful Experience with sales, pre-sales, solution consulting, or a customer-facing commercial role Working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows Conduct and discovery conversations and translate product capabilities into value Comfort operating with multiple partners Prior experience selling or supporting ECM, ATR, AP, or related compliance solutions 4+ years of experience as a top-performing Sales Executive or overlay consultant Pay Range Details The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations. OTE: $225,400 - $360,800 The pay range above is the general base pay range for a successful candidate in the state listed. Your actual salary/wage may be based on multiple factors, such as geographic location, candidate experience and qualifications, and market and business considerations. This role is eligible for the opportunity to earn sales incentives based on revenue or use, depending on the terms of the applicable plan and your role #LI-Remote 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.You will partner with aligned sales teams to lead multi-product adoption of ECM, ATR, and AP across all customers You will engage early in sales cycles—discovery through close—to identify attach opportunities and prevent under-scoping of customer needs You will influence deal strategy, solution packaging, and positioning to increase ASP and product reach Be a secondary voice in customer conversations to enhance credibility, discovery depth, and engagement You will help sellers through live deal support, team sessions, coaching, and reinforcement of product talk tracks and use cases Identify patterns in seller execution, deal quality, and product positioning and address gaps through targeted enablement Participate in outbound and opportunity-generation activities in partnership with Sales Executives Collaborate with Functional Solution Consultants, Product Solution Engineers, Product, and Marketing to align execution with product strategy Provide structured product-level insights to leadership to support QBRs, GTM planning, and executive reviews Represent the voice of the field and customer by surfacing feedback that informs messaging, enablement, and product improvementExperience with sales, pre-sales, solution consulting, or a customer-facing commercial role Working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows Conduct and discovery conversations and translate product capabilities into value Comfort operating with multiple partners Prior experience selling or supporting ECM, ATR, AP, or related compliance solutions 4+ years of experience as a top-performing Sales Executive or overlay consultant Pay Range Details The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations. OTE: $225,400 - $360,800 The pay range above is the general base pay range for a successful candidate in the state listed. Your actual salary/wage may be based on multiple factors, such as geographic location, candidate experience and qualifications, and market and business considerations. This role is eligible for the opportunity to earn sales incentives based on revenue or use, depending on the terms of the applicable plan and your role #LI-Remote