Sales Operations Manager

What You'll Do

Overview:

Avalara is seeking a Sales Operations Manager to lead the strategy, design, and execution of lead routing, distribution, and CRM workflows.

This is an individual contributor role responsible for driving outcomes across routing systems and processes, while coordinating work across Sales Operations, Business Systems, and Marketing Operations.

This role owns routing performance end-to-end, ensuring leads are assigned accurately, quickly, and at scale, while driving automation, standardization, and continuous improvement across the go-to-market funnel. Using AI where it meaningfully improves the work is a core expectation for this role, driving enhanced outcomes, efficiency, quality, and scale across all operational processes.

The ideal candidate brings deep, hands-on expertise in routing technologies such as LeanData, Distribution Engine, and Chili Piper, with the ability to design, troubleshoot, and scale complex routing logic across multiple teams, while actively applying AI tools to optimize these workflows.

This is not a coordination-only role; it requires strong technical proficiency, an AI-forward mindset, and the ability to translate business needs into effective system configurations and automation.

What Your Responsibilities Will Be

Key Responsibilities:

Strategic Partnership & Lead Routing Ownership

• Own the design and governance of lead routing and distribution across all go-to-market teams

• Define and enforce routing SLAs, capacity models, and assignment logic

• Ensure alignment between routing strategy and evolving GTM priorities (Sales, SDR, Partner, Marketing)

• Act as the escalation point for complex routing issues and systemic gaps

Execution & Cross-Functional Leadership

• Drive execution of routing solutions across LeanData, Distribution Engine, Chili Piper, and Salesforce

• Coordinate work across internal admins, developers, and operations partners to deliver scalable solutions

• Translate business requirements into technical designs and ensure high-quality implementation

• Establish QA and testing standards for routing changes and enhancements

CRM Systems & Data Governance

• Oversee Salesforce workflows supporting lead management and routing

• Define and maintain data quality standards, including deduplication, enrichment, and validation

• Partner with Marketing Ops and Business Operations to ensure lifecycle alignment (MQL → SQL)

Process Optimization, Automation & AI Application

• Identify inefficiencies and eliminate manual routing workarounds

• Design and implement scalable automation across the routing and CRM ecosystem

• Identify opportunities where AI can improve daily work, incorporating AI-driven improvements to optimize lead routing, distribution processes, and tool configurations

• Standardize processes to support consistency, maintainability, and growth

Analytics & Performance Management

• Define and track key routing performance metrics (SLA adherence, response times, routing accuracy, lead leakage)

• Identify bottlenecks and drive improvements that increase speed-to-lead and conversion

• Provide actionable insights to Sales and Marketing leadership to inform resourcing and GTM decisions

What You’ll Need To Be Successful

Qualifications :

• 5+ years in Sales Operations, Marketing Operations, or Revenue Operations in a high-growth, scalable environment

• Proven experience owning and scaling lead routing and distribution processes

• Deep, hands-on expertise with LeanData, Distribution Engine, and Chili Piper (required)

• Strong understanding of lead lifecycle, pipeline management, and GTM operations

• Experience leading cross-functional initiatives without direct authority

• Ability to translate business needs into scalable system and process solutions

• Analytical mindset with a focus on driving measurable outcomes

• Strong communication skills with the ability to influence across stakeholders

• Demonstrated experience applying AI in pr