Sr. Director, Partner Marketing

What You'll Do

Avalara is seeking a senior marketing leader to own the strategy, performance, and optimization of the partner channel as a core driver of revenue. This role is responsible for all partner-sourced marketing activity — including indirect referral campaigns, co-marketing with strategic alliances, and joint demand programs — with clear accountability to pipeline and bookings contribution.

You will lead a team of Partner Marketers across programs, tiers, and geographies. Your mandate is to scale partner marketing as a high-performing GTM channel, with precision in execution, visibility into attribution, and strong alignment with our Alliances and Partner Sales teams.

This is a strategic, performance-oriented leadership role that requires a deep understanding of partner marketing models, field execution, and revenue accountability. You will operate across GTM teams, ensuring partner campaigns are aligned, prioritized, and optimized to drive business outcomes at scale.

What Your Responsibilities Will Be

Channel Strategy & Partner Motion Alignment

• Own the global partner marketing strategy across referral, co-marketing, and joint demand programs
• Align partner campaign planning to pipeline and bookings goals by partner type, tier, and segment
• Collaborate with Revenue Marketing, Partner Sales, and Strategic Alliances to prioritize initiatives based on revenue opportunity

Program Execution & Optimization

• Lead the planning and execution of partner-sourced campaigns across regions and motions; collaborate with Revenue Marketing to fully integrate partner-as-a-channel into core revenue-driving campaigns
• Standardize processes for co-marketing execution, partner content deployment, and performance tracking
• Use AI and analytics to optimize targeting, messaging, and referral workflows across partner programs

GTM Integration & Stakeholder Alignment

• Collaborate with Partner Managers, RevOps, and Sales to ensure partner marketing is fully embedded in GTM strategy, achieving targeted pipeline and bookings results
• Partner with Revenue Marketing to integrate partner campaigns into broader demand plans
• Represent Partner Marketing in executive planning, forecast reviews, and business updates

Team Leadership & Channel Performance

• Lead and grow a high-performing Partner Marketing team across programs, tiers, and regions
• Drive full-funnel accountability from inquiry to bookings, with clear ownership of Partner MQL pipeline performance and influence on DPR success
• Optimize team workflows, campaign prioritization, and operational efficiency to improve channel ROI, enable accurate forecasting, and deliver predictable pipeline
• Represent Partner Marketing in executive planning, GTM alignment, and performance reviews

What You’ll Need To Be Successful

• 15+ years of experience in B2B SaaS marketing, with a focus on partner, channel, or alliances marketing
• Proven success driving pipeline and bookings through referral and co-marketing programs
• Deep knowledge of partner segmentation, tiering, enablement, and attribution
• Experience leading global teams and collaborating with Sales, Ops, and Revenue Marketing
• Fluency with tools such as Salesforce, Marketo, 6sense, Power BI, and partner platforms (PRM, portal, or equivalent)
• AI fluency to drive campaign efficiency, segmentation, and performance optimization
• Ability to lead cross-functional alignment, reporting, and GTM collaboration at the executive level
• Comfortable in a high-velocity, performance-driven marketing environment

Pay Range Details

The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations.

Colorado $171,100 - $282,300 [annually]

Washington $189,200 - $312,200 [annually]

California $171,100 - $341,900 [annually]

NY: $189,200 - $341,900 [annually]

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.