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Strategic Partner Director

June 6, 2026

What You'll Do As a Strategic Partner Director, you will help shape the future of Avalara's technology partner ecosystem by leading relationships with some of our most important strategic partners. Reporting to the Director, Strategic Partnerships, you will build and execute growth strategies that accelerate annual recurring revenue, strengthen executive alignment, and expand joint innovation across key technology platforms. You will work across Sales, Product, Marketing, Customer Success, and Executive Leadership to turn ecosystem opportunities into measurable business outcomes for Avalara, our partners, and our customers. This is a remote position. #LI-Remote What Your Responsibilities Will Be <ul><li>Serve as the executive relationship lead for a portfolio of strategic technology partners, including FastTrack and select Premier partners.</li><li>Build and execute multi-year growth strategies that increase revenue, customer success, and partner profitability.</li><li>Develop and manage rolling 12-month joint product and go-to-market plans that align partner priorities with Avalara innovation.</li><li>Lead cross-functional initiatives across Product, Sales, Marketing, Customer Success, and Partner teams to achieve shared business goals.</li><li>Identify ecosystem opportunities and risks and drive action plans that improve performance and strengthen partnerships.</li><li>Build data-driven business cases that influence investment decisions, product priorities, partner programs, and commercial terms.</li><li>Analyze partner performance data, identify trends, and recommend actions that accelerate growth and improve retention.</li><li>Establish performance frameworks and success metrics that measure partner impact and program effectiveness.</li><li>Partner with internal and external stakeholders to resolve customer and partner challenges and improve key business outcomes.</li><li>Present recommendations, progress updates, and strategic plans to senior leaders and partner executives.</li></ul> Pay Range DetailsThe base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations. Colorado $136,400 - $225,000 [annually]Washington $136,400 - $248,600[annually]California $136,400-$272,500 [annually]NYC $150,800-$272,500 [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 an annual bonus based on individual and company performance, depending on the terms of the applicable plan and the employee's role. What You'll Need to be Successful <ul><li>5+ years of experience in strategy consulting, business development, strategic partnerships, or related go-to-market roles.</li><li>5+ years of experience managing technology partnerships, ideally within enterprise software ecosystems such as enterprise resource planning, customer relationship management, billing, invoicing, commerce, or artificial intelligence platforms. Experience within ServiceNow and HubSpot ecosystems is especially valuable.</li><li>Proven success developing and executing partnership strategies that deliver long-term revenue growth and strong customer and partner outcomes.</li><li>Strong analytical, business planning, and project leadership skills, with the ability to use data to drive decisions and influence cross-functional teams.</li><li>Experience working with product roadmaps, technical product management concepts, and joint innovation initiatives.</li><li>Demonstrated ability to thrive in ambiguous environments, build executive-level relationships, lead through influence, and use emerging technologies, including AI-enabled tools and insights, to improve decision-making and business results.</li><li>Willingness to travel (15%-20%)</li></ul> 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.<ul class="ak-ul" data-indent-level="1"><li>You’ll bring experience using AI and AI-related technologies, ready to thrive here.</li><li>You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.</li><li>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.</li></ul> 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 EmployerSupporting 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.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...