We are seeking a high-impact General Manager to lead our ELR business. This is a GM-role with full ownership of product, go-to-market, roadmap execution, and revenue performance. You will drive growth in a complex and rapidly evolving global regulatory landscape—delivering scalability, customer impact, and Avalara's position as the leading platform for global e-invoicing compliance.
This role is pivotal to Avalara’s strategic growth in 2026 and beyond. As the pace of government mandates increases, the GM will be responsible for ensuring Avalara not only scales to meet market demand but also helps define what best-in-class e-invoicing compliance looks like globally.
Strategy & Leadership
Define and own the global vision, strategy, and execution plan for the ELR business.
Serve as the P&L owner, accountable for revenue growth, customer adoption, partner success, and long-term profitability.
Represent ELR as a member of Avalara’s senior leadership team, reporting to the Chief Strategy and Product Officer.
Establish Avalara as a category leader through crisp execution, market presence, and a differentiated value proposition.
Product & Market Ownership
Prioritize the roadmap in collaboration with Product, Engineering, and regional stakeholders to ensure mandate coverage, scale, and user experience.
Drive international expansion with country-level readiness across high-priority markets.
Collaborate closely with Corporate Development and Strategy teams to evaluate market opportunities—including potential acquisitions—to accelerate capability expansion and regional coverage.
Go-to-Market & Revenue Growth
Lead end-to-end go-to-market execution including marketing, sales, pricing, packaging, and demand generation.
Champion a solutions-oriented selling approach that resonates with both regulatory and finance buyers.
Refine commercial models to align with the evolving e-invoicing market—including both transactional and recurring revenue streams.
Position ELR to serve both mandatory compliance and voluntary automation use cases across AP and AR workflows.
Partner Ecosystem Development
Scale the ELR delivery network by building and enabling a tiered ecosystem of Certified Implementation Partners (CIPs), including large global integrators and regionally specialized firms.
Ensure partners are equipped with the training, tools, and incentives to deliver high-quality implementations and customer value at scale.
Customer Experience & Success
Ensure ELR customers experience a high-quality go-live process, with a focus on reliability, supportability, and outcome delivery.
Build and scale post-implementation success programs to maximize adoption, referenceability, and satisfaction.
Innovation & Platform Integration
Drive strategic use of AI and embedded platform capabilities to expand ELR access and activation across Avalara’s product suite.
Coordinate cross-functional teams to deliver scalable, low-friction activation paths—enabling long-tail adoption and upsell opportunities.
10+ years in enterprise SaaS, with significant experience in go-to-market, product leadership, or general management roles.
Demonstrated success leading a product or business line in high-growth, regulatory-driven markets.
Experience scaling global teams and partnerships across complex buyer landscapes.
Skills & Attributes
Strategic thinker with a deep understanding of compliance, automation, or ERP ecosystems.
Strong commercial instincts with experience in revenue model design, pricing, and sales operations.
Operator mindset with a bias for execution and results.
Exceptional communicator and team leader, with the ability to influence at all levels of the organization.
Comfort working in a dynamic, evolving category where speed, flexibility, and clarity are essential.
Why This Role Matters
Governments are modernizing tax enforcement—and global businesses are racing to keep up. The e-invoicing and real-time reporting market is growing rapidly, and Avalara is uniquely positioned to lead. The General Manager of ELR will own one of Avalara’s most important growth vectors—defining strategy, driving expansion, and delivering on the company’s global vision for compliance at scale.
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.
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.
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.