Responsibilities

• You will build and run multi-channel competitive campaigns that intercept prospects evaluating competitors, defend at-risk accounts, and drive measurable displacement wins
• You will develop and scale competitive playbooks across integrations, segments, and challengers — from ankle-biters to agentic AI entrants — starting with high-priority partners and expanding the framework across the portfolio
• You will partner with Product Marketing to convert competitive intelligence into crisp campaign messaging, positioning Avalara as the AI-powered compliance management platform versus narrower transactional alternatives
• You will launch paid search intercept, display retargeting, competitor comparison pages, and integration-specific microsites
• You will develop SDR sequences, battle cards, objection-handling guides, and talk tracks in partnership with Product Marketing and Sales Enablement — ensuring every competitive play is activation-ready across Highspot and the field
• You will activate across a broad channel mix, including paid search, social, events, and partner channels. Using a For/To/With motion, you will reach prospects, partners, and end-users at every stage of the buying journey
• You will be the connective layer between Product Marketing's competitive research and Sales, XDR, Customer Account Managers, and the Partner team — translating intelligence into campaigns that shift perception and win deals
• You will partner with RevOps to track competitive wins and losses in Salesforce, build displacement reporting, and tie campaign activity to pipeline outcomes
• You will design retention plays with Customer Account Managers to defend customers from competitive churn and expand Avalara's footprint across the compliance suite
• You will track competitive SOV, impression share, displacement wins, and Stage 0 pipeline contribution

Requirements

• 6–8 years of B2B SaaS demand generation, revenue marketing, or integrated campaign management experience
• 5+ years of experience building end-to-end competitive programs — paid intercept, comparison content, SDR sequences, and enablement assets — with measurable displacement results
• Hands-on experience with Marketo, 6sense, Salesforce, ON24, and Power BI
• Experience in regulated markets (tax, compliance, FinTech)
• You’ll bring experience using AI and AI-related technologies, ready to thrive here.

Benefits

• 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.