Senior Territory Design Manager

Operations Seattle, Washington Durham, North Carolina


What You'll Do


  • Define, construct, and maintain the Outbound Sales territories for Avalara's Acquisition Sales teams.
  • Identify the KPIs (Key Performance Indicators), insights and required reporting/dashboards to monitor overall territory health, data integrity, and other key objectives and performance indicators
  • Contribute to the overall GTM strategy for the Outbound Sales motion to ensure balanced and equitable territory assignments to maximize productivity and bookings performance.
  • Business Process Owner (BPO) to accountable for balanced Territory and Lead assignments across Sales and Sales Development.
  • Analyze, monitor and provide insights related to Territory balancing efforts to assist sales and leadership team in developing plans that will lead to achievement of goals
  • Work with Insights and Analytics team to produce “as required” reports using current business reporting tools (PowerBi, SFDC, Excel) to ensure timely and informative insight to Territory Assignment efforts.
  • Lead cross-functional sessions with the Revenue Operation organization to ensure consistent Business Process standards related to Territory Design efforts
  • Establish baseline reporting for Sales Enablement to ensure trainings are producing positive/effective results
  • Support the direction and efforts of the Revenue Operations - Automation & Tooling team to ensure balanced, effective distribution of records to Sales and Sales Development
  • Coordinate with Demand Generation and Marketing teams to identify and recommend best in class standards for Data Governance efforts to ensure healthy and clean data within CRM system (Salesforce).
  • Leverage existing tools to effectively communicate results of assigned priorities to the sales organization
  • Create and automate scalable Demand Generation (from lead conversion to qualification and opportunity development) processes designed to maximize efficiency across the entire pipeline/funnel.
  • Drive optimal deployment of sales personnel through the type of role, coverage models, and territory mapping
  • Support the Sales team on strategic planning, sales strategy, and special projects.

Background you'll need to have

The ideal candidate will bring to the table a proven track record of successfully managing Territory Design in a SaaS environment, with the ability to articulate design concepts and strategy and why those concepts are relevant to achieving growth targets.

Must Have Skills/Assets


  • Territory Design and Management
  • Proven experience with the following Reporting tools (Excel, SF Dashboards & Reporting, DnB Optimizer)
  • Data Visualization skills
  • Ability to handle, manipulate, and dissect large scale data sets to further enhance Sales Operations' impact to the business
  • BA/BS in Mathematics, Computer Science or equivalent technical degree
  • Able to create scalable and repeatable analytics, forecasting and probability modeling
  • Ability to translate data into something actionable
  • Proven experience interpreting data results in a way that is easily understood by less technical folks
  • Able to manage multiple priorities and build excellent rapport with internal teams

Additional skills you will bring


  • 8+ years of hands-on work experience in data analytics
  • 4+ years producing data strategy and insights
  • 3+ years in Territory Assignment management/Territory modeling at DMA or Zip Code level segmentation
  • Analytical Problem Solving: Willingness to deep dive into the details combined with ability to step back and synthesize data to make meaningful recommendations

  • 3+ years exposure working with DnB Account firmographic data elements
  • Excellent Verbal & Written Communication Skills: Ability to articulate your ideas in presentations and reports across the Avalara organization, from senior executives to your peers
  • Must be detail oriented and be able to prioritize effectively to meet strict deadlines

Avalara is an Equal Opportunity Employer. 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.