Director, Partner Marketing

What You'll DoAvalara is seeking a strong marketing leader to own the strategy, performance, and optimization of our to-partner marketing motion — driving engagement, enablement, and pipeline through direct partner-facing messaging and campaigns. This role plays a critical part in scaling how Avalara communicates with and activates its critical partner ecosystem. You will define how we engage partners through persona-based, solution-oriented messaging that enables them to sell, co-market, and generate demand effectively.Partner Marketing sits at the intersection of Marketing, Sales, and Partnerships. In this role, you will partner closely with Alliances, Partner Sales, Revenue Marketing, and Product Marketing to ensure that partner communications, campaigns, and programs are aligned to business priorities and revenue opportunity. This is a highly strategic role focused on turning partner engagement into pipeline. You will use data, AI, and GTM insights to build scalable programs that drive partner activation, improve conversion, and increase partner-sourced revenue. #LI-Remote What Your Responsibilities Will BePartner GTM Strategy & MessagingOwn the strategy for how Avalara markets to partners, including segmentation, persona definition, and messaging frameworksDevelop solution-oriented messaging that enables partners to understand, position, and sell Avalara offeringsPartner with Product Marketing and Alliances to ensure messaging reflects product value, partner needs, and market opportunityCampaign Strategy (To Partner Motion)Define and prioritize partner-facing campaigns aligned to pipeline goals, partner tiers, and revenue opportunityBuild programs that activate partners through education, enablement, and co-selling readinessEnsure campaigns are tailored to partner personas (e.g., ISVs, SIs, resellers) and aligned to their GTM modelsCampaign ExecutionLead execution of partner-facing campaigns across channels (email, webinars, partner portals, field, and digital)Balance net-new partner programs with optimization of in-market motions to improve engagement and conversionEnsure consistent, high-quality partner communications that are timely, relevant, and actionableChannel Strategy & ExecutionDefine how partner-facing channels are used to drive engagement, activation, and pipeline contributionCollaborate with Ops and channel teams to ensure partner communications, lead flow, and campaign assets are delivered effectivelyContinuously refine partner engagement strategy based on performance signals, partner feedback, and conversion metricsTeam Leadership & Partner Channel PerformanceLead and grow a high-performing Partner Marketing team focused on partner activation and pipeline contributionDrive funnel accountability across direct and indirect partner performance as it pertains to partner engagement metricsOptimize team workflows, campaign prioritization, and operational efficiency to improve ROI and scalabilityCross-Functional Alignment & VisibilityPartner with Alliances, Partner Sales, Revenue Marketing, and Product Marketing to align strategy, execution, and forecastingServe as the marketing counterpart to partner leadership, ensuring clarity on priorities, messaging, and pipeline targets What You'll Need to be Successful12–15 years of experience in B2B SaaS marketing, with a focus on partner, channel, or GTM strategyProven success building partner-facing campaigns that drive engagement, enablement, and pipelineStrong expertise in persona-based messaging, solution positioning, and GTM storytellingExperience working across Alliances, Partner Sales, Revenue Marketing, and Product MarketingFamiliarity with tools such as Salesforce, Marketo, 6sense, Power BI, and partner engagement platformsAI fluency to scale content creation, personalization, and campaign optimizationStrong leadership presence and ability to influence cross-functional stakeholdersComfortable operating in a fast-paced, matrixed environment with shared accountabilityPay 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 $153,300 - $252,900 [annually]Washington $169,400 - $279,600 [annually]California $153,300 - $306,300 [annually]NYC $169,400 - $306,300 [annually] Avalara is an AI-first CompanyAI 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 YouTotal 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 AvalaraWe’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 EmployerSupporting 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.