[Hiring] Solutions Consultant @Avalara

Role Description

The Seller-Aligned Solution Consultant partners with Sales Executives to increase average selling price (ASP) and multi-product adoption of Avalara's core compliance solutions, including:

• Exemption Certificate Management (ECM)
• Avalara Tax Research (ATR)
• AvaTax for Accounts Payable (AP)

You will embed product awareness, discovery discipline, and solution positioning into daily seller motions, ensuring that:

• Viable opportunities are not qualified out prematurely
• 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
• Accelerating seller proficiency across multiple products

This is a seller-aligned overlay role, with Sales Executives retaining ownership of pipeline, forecasting, and deal close. You will report to the Senior Manager, Sales and Solutions Consulting.

Qualifications

• Experience with sales, pre-sales, solution consulting, or a customer-facing commercial role
• Working knowledge of sales and use tax concepts, including exemption certificates, tax research, or use tax workflows
• Ability to conduct discovery conversations and translate product capabilities into value
• Comfort operating with multiple partners
• Prior experience selling or supporting ECM, ATR, AP, or related compliance solutions
• 4+ years of experience as a top-performing Sales Executive or overlay consultant

Requirements

• Partner with aligned sales teams to lead multi-product adoption of ECM, ATR, and AP across all 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 reach
• Be a secondary voice in customer conversations to enhance credibility, discovery depth, and engagement
• Help 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
• Collaborate with Functional Solution Consultants, Product Solution Engineers, Product, and Marketing to align execution with product strategy
• Provide structured product-level insights 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

Benefits

• Great compensation package
• Paid time off
• Paid parental leave
• Many employees are eligible for bonuses
• Health benefits vary by location but generally include private medical, life, and disability insurance
• Strong support for diversity, equity, and inclusion
• 8 employee-run resource groups with senior leadership and exec sponsorship