[Hiring] Founding Head of Sales @Avalara

Role Description

Versori is looking for an exceptional Head of Sales to build and lead the USA commercial function from the ground up. This is a rare opportunity to join a fast-moving integration platform company at an inflection point, with a proven product, a live commercial base already contracted by the UK team, and an active partnership with one of the most significant tax compliance technology companies in the world.

You will be the first senior commercial hire in the USA. You will design the sales playbook, hire and ramp the team, set the commercial standards and be personally accountable for the USA GTM revenue target. You will also be Versori's most senior commercial face in the Avalara partnership, working directly with the Avalara Partnerships and Alliances team to drive both the partner GTM and BD streams.

This is a fully remote role, with candidates required to be based in or aligned to the East Coast time zone.

Responsibilities

• Owning the USA commercial strategy and the direct GTM revenue target for 2026
• Hiring, onboarding and managing the full USA commercial team: 2 Account Executives, 1 Account Manager, 1 Sales Engineer, 1 SDR and 1 Partnerships Lead
• Building Versori's USA sales playbook: ICP targeting, messaging, discovery framework, objection handling and deal progression criteria
• Setting individual targets for each team member and managing performance against those targets on a weekly basis
• Acting as the senior commercial relationship owner for the Avalara partnership, working directly with the Avalara Partnerships and Alliances team
• Running the weekly pipeline review, forecasting accurately to the CEO and maintaining CRM hygiene standards across the team
• Personally closing strategic deals, particularly in the first two quarters whilst the team is ramping
• Collaborating with the UK commercial team to ensure consistent commercial standards across geographies
• Feeding market intelligence and customer feedback into the product roadmap through structured quarterly sessions with the product team

Qualifications

• 10+ years of B2B SaaS sales experience, with at least 3 years in a sales leadership role
• Proven track record of building and scaling a SaaS sales team from early stage to significant ARR
• Deep experience selling integration, middleware, API platform or workflow automation products to technical and commercial buyers
• Strong understanding of the mid-market technology buyer: IT Directors, CTOs and Heads of Engineering at companies with $20M to $500M in revenue
• Experience with partnership-led or channel sales motions in addition to direct outbound
• Outstanding pipeline discipline, forecast accuracy and CRM rigour
• A player-coach mentality: willing to close deals personally whilst building a team around you
• Experience working with or alongside a major technology partner programme is a significant advantage
• Existing network in retail technology, ERP or supply chain software is highly desirable

Benefits

• 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.

Company Description

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.