What You'll Do As part of a new Center of Excellence we are creating a new role of Sales Development Performance Lead. The Performance Lead is a manager level individual contributor within Avalara's global Sales Development organization. This is not a training coordinator role. It is a practitioner role. XDRs will observe the Performance Lead make live calls. That is part of the job design. You will earn credibility from doing, not from designating. We structure the Performance Lead regionally but connects it globally. Each region - US, EMEA, and India - has at least one dedicated Performance Lead. All Performance Leads operate against the same QA scorecard, the same certification framework, and the same Performance Lead charter. A weekly global Performance Lead sync ensures top-performer insights flow from each region to all regions, and that coaching standards remain the same regardless of geography. This is a newly created, upleveled role born from a deliberate decision to separate manager accountability from rep capability development. Managers own team accomplishment, daily execution, performance management, and rep accountability. Performance Leads own live modeling, skill transfer, certification execution, workflow discipline, AI/tool adoption, and readiness evidence that helps reps create more Stage 1 opportunities. The Performance Lead measures success through both direct production and measurable skill transfer. You will be accountable for personal Stage 1 creation, supported rep Stage 1 improvement, certification progression, workflow/tool adoption, and the quality of live coaching execution. The Performance Lead also serves as a field-level adoption owner for AI-enabled XDR execution. They model use of approved AI tools, coach reps on AI-assisted preparation and follow-up, identify workflow friction, and surface automation opportunities that improve speed, quality, and conversion. You will report to the Global Sales Director. #LI-Hybrid What Your Responsibilities Will Be • You will guide regional team quota accomplishment, with a primary Goal of 75–80%+ of XDRs in the region hitting quota. Monitor personal and team performance data daily, surface early warning signals before they become pipeline problems, and translate data patterns into targeted coaching actions. • You wil own call quality through live coaching.Conduct weekly live side-by-sides during XDR call blocks - observing, coaching in real-time, and modeling correct behavior on the phone. • You will carry and work a small personal quota of approximately 10-20% of the individual XDR's quota. Make calls alongside the XDR team, invite observation, and use your own live calls as teaching moments. Being active on the phone is the mechanism by which the Performance Lead remains credible and current. • Guide Hyperbound scoring and AI-assisted coaching. Assign targeted scenarios and track score progression quarter-over-quarter. Use Hyperbound and Gong data to identify the skill gaps that separate high performers from developing ones in your region. These gaps include opening, discovery, objection handling, and closing. • You will represent your region in the weekly global Performance Lead sync. Contribute insights on what is working in your region, bring back best practices from other regions, and help maintain a single global standard of quality across US, EMEA, and India XDR teams. • You will contribute to new hire onboarding and ramp programs. The Performance Lead is the voice of the floor in enablement design - translating what works in live call activity into structured onboarding content that accelerates new XDR time-to-productivity. What You'll Need to be Successful 2+ years of XDR (SDR, ADR, or BDR) experience, including experience both as an SDR and ADR (Inbound and Outbound). You have done this job at a high level and can demonstrate it. Quota accomplishment history. You know what it takes to hit and you have done it repeatedly. You have had success that you can draw upon to teach and coach others. Experience mentoring peers - formal or informal. You have made the people around you measurably better and can describe how. Working knowledge of the full XDR technology stack: Salesforce, Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Gong, and Glean. You use these tools fluently. Data fluency. You can read a performance dashboard, identify a pattern, and translate it into a specific coaching action - not a general observation. Sandler, Challenger or LAER objection handling proficiency. You have a familiarity with these frameworks on live calls. You can teach them because you practice them. Experience with Hyperbound or equivalent AI call coaching tools. Comfort using AI scoring and scenario tools to identify and close skill gaps. Cross-regional awareness. Exposure to how XDR motions work in markets outside your own - US, EMEA, or India. Work on-site at the Center of Excellence (COE) to support hands-on training, collaboration, and culture-building programs. 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 guide regional team quota accomplishment, with a primary Goal of 75–80%+ of XDRs in the region hitting quota. Monitor personal and team performance data daily, surface early warning signals before they become pipeline problems, and translate data patterns into targeted coaching actions. • You wil own call quality through live coaching.Conduct weekly live side-by-sides during XDR call blocks - observing, coaching in real-time, and modeling correct behavior on the phone. • You will carry and work a small personal quota of approximately 10-20% of the individual XDR's quota. Make calls alongside the XDR team, invite observation, and use your own live calls as teaching moments. Being active on the phone is the mechanism by which the Performance Lead remains credible and current. • Guide Hyperbound scoring and AI-assisted coaching. Assign targeted scenarios and track score progression quarter-over-quarter. Use Hyperbound and Gong data to identify the skill gaps that separate high performers from developing ones in your region. These gaps include opening, discovery, objection handling, and closing. • You will represent your region in the weekly global Performance Lead sync. Contribute insights on what is working in your region, bring back best practices from other regions, and help maintain a single global standard of quality across US, EMEA, and India XDR teams. • You will contribute to new hire onboarding and ramp programs. The Performance Lead is the voice of the floor in enablement design - translating what works in live call activity into structured onboarding content that accelerates new XDR time-to-productivity.2+ years of XDR (SDR, ADR, or BDR) experience, including experience both as an SDR and ADR (Inbound and Outbound). You have done this job at a high level and can demonstrate it. Quota accomplishment history. You know what it takes to hit and you have done it repeatedly. You have had success that you can draw upon to teach and coach others. Experience mentoring peers - formal or informal. You have made the people around you measurably better and can describe how. Working knowledge of the full XDR technology stack: Salesforce, Outreach, ZoomInfo, 6sense, LinkedIn Sales Navigator, Gong, and Glean. You use these tools fluently. Data fluency. You can read a performance dashboard, identify a pattern, and translate it into a specific coaching action - not a general observation. Sandler, Challenger or LAER objection handling proficiency. You have a familiarity with these frameworks on live calls. You can teach them because you practice them. Experience with Hyperbound or equivalent AI call coaching tools. Comfort using AI scoring and scenario tools to identify and close skill gaps. Cross-regional awareness. Exposure to how XDR motions work in markets outside your own - US, EMEA, or India. Work on-site at the Center of Excellence (COE) to support hands-on training, collaboration, and culture-building programs.
