Competitive Campaigns Director, GTM

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What You'll Do

Avalara is the agentic tax and compliance leader. For more than two decades Avalara has developed one of the most expansive libraries of tax content and integrations in the industry supporting over 200000 businesses and government entities across more than 75 countries. The company's purpose-built AI agents automate end-to-end compliance processes with greater precision — from tax calculations and return filings to exemption certificate management and beyond. Our value proposition is anchored in five pillars Fast Easy Accurate Reliable and Valuable. About This Role We are looking for a Competitive Campaigns Director GTM to turn market and competitive intelligence into clear high-impact sales and marketing strategies that consistently outperform the competition. This role bridges competitive insight with GTM execution — ensuring Avalara's positioning messaging campaigns and seller enablement decisively differentiate us in every deal and every market we play in. Reporting to the VP of Product Marketing you will own the competitive GTM motion across the Avalara portfolio — from tax calculation and returns to e-invoicing exemption certificate management cross-border property tax and our emerging suite of agentic AI products. You will partner closely with Product Marketing Revenue Marketing Sales Product and Competitive Intelligence to operationalize a winning competitive playbook across regions and segments. This is a high-visibility cross-functional role at the intersection of strategy storytelling and revenue execution — requiring equal parts analytical rigor creative messaging and disciplined operating cadence.

About You

You have a passion for winning a bias for action and an unapologetic focus on the customer and the seller. You thrive in fast-paced highly collaborative environments where people are driven entrepreneurial and unafraid to take on complex ambiguous challenges. You are energized by the opportunity to shape how a category-defining platform competes and wins in a rapidly evolving regulatory and AI landscape. Your mission (and ours) is clear make Avalara the undisputed leader in Agentic Tax and Compliance — and equip every marketer and seller to prove it in every conversation. What Your

Responsibilities

Will Be

What You Will Do

Competitive Strategy & Market Leadership Own the translation of competitive intelligence into actionable go-to-market strategies across Sales and Marketing. Develop differentiated positioning and messaging that crisply articulates Avalara's advantages versus key competitors across SMB Mid-Market and Enterprise segments. Shape how Avalara competes in the Agentic Tax and Compliance category — positioning AI-driven automation and the ALFA framework as the category-defining differentiators. Establish processes and frameworks to operationalize competitive GTM consistently across regions (North America Europe Latin America APAC) and product lines. Go-to-Market Execution Partner with Revenue Marketing to build campaigns that exploit competitive gaps displacement opportunities and white space in the market. Collaborate with Product Marketing to align product narratives launch messaging and bills of materials (BOMs) with competitive messaging. Monitor competitor campaigns messaging pricing and GTM tactics — and continuously refine Avalara's response in near real time. Sales Enablement & Field Impact Build and maintain competitive playbooks battlecards objection handlers landmines and ""trap-setting"" assets that complement core sales enablement. Equip sales teams with training tools and real-time competitive insights to win head-to-head deals and accelerate displacement opportunities. Partner with Sales Enablement and Revenue Operations to embed competitive content into seller workflows and deal reviews. Insights & Influence Present competitive GTM recommendations to sales and marketing leadership influence revenue strategy pricing and packaging decisions. Serve as the trusted competitive voice across Marketing Sales Product and Engineering. What You'll Need to be Successful

Qualifications

Bachelor's degree in Marketing Business Technology or a related field. 8–12+ years of progressive experience synthesizing competitive intelligence into go-to-market campaigns within a B2B technology company. Proven track record of translating competitive insights into successful marketing campaigns sales plays and measurable revenue outcomes. Strong understanding of B2B technology markets — SaaS cloud AI and enterprise software Experience competing in AI-driven or platform-based product categories in a high-growth environment. Demonstrated experience working closely with sales teams and driving enablement at scale. Exceptional storytelling and messaging skills with a sharp eye for differentiation. Analytical mindset with the ability to connect market signals to revenue impact. Proven track record of using AI and related tools to improve operational efficiency and execution.

Preferred Qualifications

MBA or advanced degree. Prior experience in tax compliance fintech RegTech or enterprise software serving finance and accounting audiences. Deep familiarity with mid-market sales cycles partner ecosystems (ERP ecommerce accounting platforms) and multi-segment GTM models. Experience building competitive GTM functions from the ground up. Exceptional executive communication skills with experience presenting to leadership teams. 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."