Senior Sales Executive

What You'll Do Avalara is looking for a top-performing Senior Sales Executive to lead net-new business growth across EMEA, owning a full territory segment that spans SMB, Mid-Market, and Enterprise customers. This is a high-impact, high-autonomy role for a proven new-business seller who thrives in complexity, consistently outperforms, and takes full ownership of outcomes. You will acquire new customers, expand Avalara's footprint across an evolving tax and compliance landscape, and operate as a trusted advisor to senior finance and technology leaders. You are a consultative seller with strong executive presence, comfortable engaging the Office of the CFO, senior IT leaders, and other C-suite stakeholders. You will position Avalara's multi-product tax compliance platform as a mission-critical enabler of scale, resilience, and digital transformation. Beyond regional expertise, you will build and apply global tax domain knowledge, including U.S. sales and use tax, VAT, e-invoicing and live reporting, and customs compliance. You will also demonstrate commercial fluency in how emerging technologies - including Agentic AI - are transforming automation, accuracy, and decision-making in compliance management. What Your Responsibilities Will Be

• You will own full-segment responsibility (SMB, Mid-Market, Enterprise) for net-new customer acquisition within the EMEA region.
• Consistently you will deliver above-quota performance through disciplined pipeline creation, strong qualification, and effective deal leadership.
• Lead end-to-end sales cycles, flexing approach based on deal size, complexity, and customer maturity.
• You will engage and influence C-level stakeholders, particularly CFOs, by aligning Avalara's value proposition to regulatory, operational, and growth priorities.
• Position and sell Avalara's multi-product compliance platform, including e-Invoicing, VAT, sales tax, cross-border compliance, and automation solutions.
• Develop and execute territory, segment, and account strategies aligned with global growth goals and local market opportunities.
• Collaborate with marketing, alliances, and partner teams to drive localized campaigns and leverage the ERP ecosystem to accelerate pipeline and deal velocity.
• Demonstrate thought leadership on how AI-driven and autonomous technologies improve tax accuracy, monitoring, and global scalability.
• Provide actionable market intelligence and customer feedback to influence product innovation and go-to-market strategy.
• Maintain current knowledge of EMEA indirect tax legislation and a working understanding of international frameworks, including the U.S.

What You’ll Need To Be Successful

• Experience complex, consultative B2B new-business sales within SaaS, ERP, FinTech, tax technology, or similar enterprise software.
• 5+ years of experience in quota-carrying new logo roles, with experience of consistent overperformance, not just quota attainment.
• Experience selling to the Office of the CFO, with executive presence, commercial judgement, and storytelling skills.
• Deep familiarity with ERP-led buying environments and how ERP platforms integrate with finance or compliance solutions.
• Experience with indirect tax and compliance automation in the EMEA region, Stay up to date with industry trends.
• Curiosity and practical awareness of Agentic AI and AI-driven automation, and how these technologies are reshaping compliance operations.
• You will be Self-motivated, resilient, and highly accountable - comfortable operating with ambiguity, pace, and minimal hand-holding in a global environment.
• Fluency in English required; a second European language is an advantage.
• Experience contributing to regional marketing and partner strategies.
• This is a hybrid role; candidates must be commutable to the London or Brighton office.

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.