Senior Revenue Marketing Manager - Competitive Campaigns

What You'll Do

As the Senior Revenue Marketing Manager for Compete Campaigns, you will oversee the strategy and execution of competitive campaigns. These campaigns protect and expand Avalara's market position against both established incumbents and new entrants in the agentic tax and compliance category. You'll build the playbooks. You'll activate across a broad set of channels. You'll connect Product Marketing, Sales, Customer Account Managers, the Partner organization, and Revenue Operations into a coordinated competitive motion. This motion intercepts prospects mid-evaluation, defends customers from displacement, and turns competitive intelligence into attributable pipeline.

This is a US-based remote position reporting to our Senior Director, Revenue Marketing (Core Business).

What Your Responsibilities Will Be

• You will build and run multi-channel competitive campaigns that intercept prospects evaluating competitors, defend at-risk accounts, and drive measurable displacement wins
• You will develop and scale competitive playbooks across integrations, segments, and challengers — from ankle-biters to agentic AI entrants — starting with high-priority partners and expanding the framework across the portfolio
• You will partner with Product Marketing to convert competitive intelligence into crisp campaign messaging, positioning Avalara as the AI-powered compliance management platform versus narrower transactional alternatives
• You will launch paid search intercept, display retargeting, competitor comparison pages, and integration-specific microsites
• You will develop SDR sequences, battle cards, objection-handling guides, and talk tracks in partnership with Product Marketing and Sales Enablement — ensuring every competitive play is activation-ready across Highspot and the field
• You will activate across a broad channel mix, including paid search, social, events, and partner channels. Using a For/To/With motion, you will reach prospects, partners, and end-users at every stage of the buying journey
• You will be the connective layer between Product Marketing's competitive research and Sales, XDR, Customer Account Managers, and the Partner team — translating intelligence into campaigns that shift perception and win deals
• You will partner with RevOps to track competitive wins and losses in Salesforce, build displacement reporting, and tie campaign activity to pipeline outcomes
• You will design retention plays with Customer Account Managers to defend customers from competitive churn and expand Avalara's footprint across the compliance suite
• You will track competitive SOV, impression share, displacement wins, and Stage 0 pipeline contribution
• You will build regular competitive retrospectives that surface new competitor tactics, sharpen the playbook, and inform the next campaign cycle

What You’ll Need To Be Successful

• 6–8 years of B2B SaaS demand generation, revenue marketing, or integrated campaign management experience
• 5+ years of experience building end-to-end competitive programs — paid intercept, comparison content, SDR sequences, and enablement assets — with measurable displacement results
• Hands-on experience with Marketo, 6sense, Salesforce, ON24, and Power BI
• Experience in regulated markets (tax, compliance, FinTech)

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.