Solutions Consultant

What You'll Do

The Seller-Aligned Solution Consultant partners closely with Sales Executives to increase average selling price (ASP) and multi-product adoption of Avalara’s core compliance solutions—Exemption Certificate Management (ECM), Avalara Tax Research (ATR), AvaTax for Accounts Payable (AP) and Intelligent Content Management (ICM). This role exists to embed product awareness, discovery discipline, and solution positioning into day-to-day seller motions, ensuring that viable opportunities are not qualified out prematurely and that customers realize the full value of Avalara’s platform. The Solution Consultant acts as a force multiplier for assigned sales teams by influencing deal shape, improving attach rates, and accelerating seller proficiency across multiple products.

This is a seller-aligned overlay role. Sales Executives retain ownership of pipeline, forecasting, and deal close.

What Your Responsibilities Will Be

• Partner with aligned sales teams to drive multi-product adoption of ECM, ATR, AP and ICM across new and existing customers
• Engage early in sales cycles—discovery through close—to identify attach opportunities and prevent under-scoping of customer needs
• Influence deal strategy, solution packaging, and positioning to increase ASP and product penetration
• Serve as a secondary voice in customer conversations to enhance credibility, discovery depth, and engagement
• Enable sellers through live deal support, team sessions, coaching, and reinforcement of product talk tracks and use cases
• Identify patterns in seller execution, deal quality, and product positioning and address gaps through targeted enablement
• Participate in outbound and opportunity-generation activities in partnership with Sales Executives when appropriate
• Collaborate with Functional Solution Consultants, Product Solution Engineers, Product, and Marketing to align execution with product strategy
• Provide structured product-level insights and trends to leadership to support QBRs, GTM planning, and executive reviews
• Represent the voice of the field and customer by surfacing feedback that informs messaging, enablement, and product improvement

This role does not

• Own sales quota, commit forecasting, or close deals
• Replace the Sales Executive as the primary deal owner
• Serve as the technical feasibility authority for integrations or system behavior
• Provide tax advice or consulting services
• Act as a standalone territory seller

What You'll Need to be Successful

Required Qualifications

• Proven experience in sales, pre-sales, solution consulting, or a customer-facing commercial role
• Strong working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows
• Ability to conduct and influence discovery conversations and translate product capabilities into business value
• Comfort operating in a fast-paced, matrixed sales environment with multiple stakeholders
• Proficiency with Salesforce, Gong, Zoom, Slack, and standard sales productivity tools

Preferred Qualifications

• Prior experience selling or supporting ECM, ATR, AP, ICM or related compliance solutions
• Experience as a top-performing overlay consultant
• Background working in or selling to tax, accounting, finance, or compliance teams

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.