Responsibilities

• The GTM Strategy Manager develops and operationalizes go-to-market strategies that increase revenue, improve commercial performance, and scale repeatable sales and marketing motions across Avalara's segments and channels.
• You will focus on identifying growth opportunities, designing structured revenue plays, and partnering to execute and measure the impact.
• You will work with Sales, Marketing, Product, Pricing, and Revenue Operations.
• Your goal will be to translate market insights and performance data into applicable projects.
• These initiatives should improve pipeline quality, win rates, attach rates, and expansion outcomes.
• We ask that you have analytical rigor, Experience researching and generating leads.
• Design and operationalize GTM plays across segments, industries, products, and channels.
• Define the target segment, ICP criteria, value proposition, offer structure, sales motion, and performance metrics for each play
• Partner with Sales, Sales Development, Marketing, and Enablement to ensure plays are documented, field-ready, and measurable
• Track adoption and performance; iterate based on data and field feedback

Requirements

• Bachelor's degree in Business, Marketing, Finance, Economics, or a related field, or equivalent practical experience.
• 5–8 years of experience in GTM Strategy, Revenue Operations, Management Consulting, Sales, Partner Development, Marketing, or a related commercial role within a B2B SaaS or technology company.
• 3+ years of experience leading projects that guide measurable outcomes.
• Experience using data and market insights to develop recommendations and influence decisions.
• Experience with Salesforce, Snowflake, Power BI, Excel, and presentation tools.

Benefits

• Total Rewards
• Health & Wellness
• Inclusive culture and diversity