Senior Manager, Strategic Alliances

What You'll Do

Avalara is looking for a dynamic Sr. Manager, Strategic Alliances to lead a high-performing team of Strategic Alliance Managers (SAMs). You will oversee alliance programs focused on eCommerce partners—including agencies and platforms like Shopify, BigCommerce, and WooCommerce—and partners who specialize in vertical solutions for Excise (Oil & Gas), Telecommunications, and Hospitality.

This role is ideal for someone who is passionate about team development and partner enablement. We are not looking for deep domain expertise in these verticals—what matters is leadership, accountability, and driving partner-generated pipeline and bookings.

We will consider remote candidates. You will report to our Director of Strategic Alliances.

#LI-Hybrid

What Your Responsibilities Will Be

Team Leadership & Development

• You will mentor and lead a high-performing team of Strategic Alliance Managers.
• You will create development plans, run performance reviews, and support career progression for your team.
• You will build a culture grounded in accountability, collaboration, and continuous improvement.
• You will recruit, onboard, and ramp new team members with urgency and clarity.

Strategic Partner Management

• You will ensure the team builds and executes joint business plans with main partners.
• You will oversee partner enablement, QBRs, and campaign execution to produce qualified referrals.
• You will foster relationships with strategic technology partners and agencies in the eCommerce ecosystem.
• You will support the expansion of vertical-specific alliances to produce bookings in Excise, Telecom, and Hospitality.

Operational Excellence and Results Ownership

• You will oversee the team's results: qualified referrals (Discovery stage) and partner-referred and influenced bookings.
• You will enforce processes to ensure consistency, compliance, and scalability.
• You will establish clear goals and KPIs for each team member and hold them accountable.
• You will track and report team performance to leadership.

Collaboration

• You will partner with Sales, Marketing, Product, and Partner Marketing to support go-to-market execution.
• You will collaborate with Enablement and Ops to ensure the team has the tools and content to succeed.
• You will participate in strategic planning sessions and help shape the alliance program's day-to-day direction.

The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations.

Colorado -$119,220-$190,620 [annually]

Washington $119,220-$210,600 [annually]

California $119,220-$230,400 [annually]

NYC $131,700-$230,400[annually]

The pay range above is the general base pay range for a successful candidate in the state listed. The

successful candidate's actual salary/wage may be based on various factors, such as geographic

location, candidate experience and qualifications, as well as market and business considerations.

This role is eligible for the opportunity to earn sales incentives based on revenue or utilization,

depending on the terms of the applicable plan and the employee's role

What You’ll Need To Be Successful

• 7+ years of experience in Alliances, Channel, or Partnerships.
• 2+ years of experience managing teams, driving performance, and/or scaling partner organizations.
• Proven experience leading teams to achieve measurable revenue and pipeline results.
• Strong track record of coaching, mentoring, and developing individual contributors.
• Experience using CRM and partner performance data to make data-driven decisions.

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.