What You'll Do

Avalara's Planning-to-Opportunity team sits in IT, working with Sales and Marketing to provide the technology and solutions that improve how campaigns create demand and convert it into qualified pipeline. There are opportunities across the full funnel, including campaign planning, content and asset creation, lead engagement, enrichment, nurturing, and pipeline handoff. AI and agentic automation can improve campaign Return on investment, lift MQL-to-opportunity conversion rates, and recover hours spent on manual work. You will lead the AI and agentic strategy across that span reporting to Director, Enterprise Systems at Avalara. You'll work with campaign, demand gen, and SDR teams to figure out where agentic approaches create the most leverage, then go build and increase them. That means hands-on platform configuration, workflow design, prompt engineering, pilot management, and constant iteration against performance data. It is an individual contributor role with collaboration and stakeholdership skills needed. #LI-Remote What Your Responsibilities Will Be

• Define and lead the AI and agentic roadmap across the full planning-to-opportunity process, from campaign planning and activation through lead engagement, enrichment, nurturing, and pipeline handoff. Prioritize where automation and AI will move conversion rates and efficiency the most.
• Configure and increase AI platforms and agentic workflows hands-on. Design prompts, build workflows, test outputs, and iterate based on what the data says is working.
• Partner directly with SDR leaders, demand gen, and campaign marketing operations teams to understand their processes. Find the friction in these processes and co-design AI-powered solutions that change how they work daily.
• Oversee integration across the core stack (Salesforce, Marketo, Outreach, Workfront, and CDPs) so that AI tooling connects cleanly and data flows without manual workarounds. Partner with Engineering and RevOps on APIs, data architecture, and scalable patterns.
• Tie every initiative back to MQL-to-opportunity conversion rates and pipeline value generated from the same marketing investment. Build reporting and feedback loops that keep the team honest about what's delivering and what's not.
• Evaluate new AI and agentic tools across the demand gen landscape. Run pilots, measure results, and make build-vs-buy recommendations grounded in planning-to-opportunity outcomes.

What You'll Need to be Successful

• 10+ years of experience in technical product management, marketing automation, or revenue technology roles
• 5+ years of hands-on experience applying AI or agentic tools to solve business problems, not just familiarity with the concepts
• Hands-on experience configuring or administering Salesforce, Marketo, Outreach, or Workfront
• Experience integrating systems with APIs or data pipelines across a marketing or sales technology stack
• Experience running pilots and scaling AI use cases within a marketing or sales technology environment
• B.S. in Computer Science, Engineering, Marketing, or a related field, or equivalent experience

Pay Range Details We provide the base pay range(s) below in compliance with state specific laws. Pay ranges may be different in other locations. Colorado $126,000–$201,600 (annually) Washington $126,000–$222,800 (annually) California $126,000–$244,000 (annually) NYC $139,200–$244,000 (annually) The pay range above is the general base pay range for you in the state listed. We base your actual salary/wage on multiple factors, such as geographic location, candidate experience and qualifications, and market and business considerations. This role is eligible for an annual bonus based on personal and company performance, depending on the terms of the applicable plan and your role. 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. 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. What You Need To Know About Avalara We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world. We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too. We’re An Equal Opportunity Employer Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. 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. If you require any reasonable adjustments during the recruitment process, please let us know.