Director of Analytics, GTM Operations

What You'll Do:

Avalara is seeking a business-savvy, action-oriented strategic leader to join the Global Analytics and Insights team as Director of Analytics, GTM Operations.

The Director of Analytics, GTM Operations is a strategic and highly analytical leader who partners with the CRO, Finance, and broader GTM leadership to drive sales efficiency, pipeline growth, and forecasting accuracy.

This role serves as the analytical engine of GTM Operations, responsible for transforming complex GTM data into actionable insights, predictive models, and scalable analytics frameworks that enable predictable, efficient revenue growth. You will lead a global analytics function that defines how the business measures performance, forecasts outcomes, and leverages AI to unlock new growth opportunities.

Aligned with Avalara’s increasing focus on AI-powered decisioning, automation, and intelligent workflows, this role will play a critical part in embedding advanced analytics and AI into core GTM processes, driving smarter, faster, and more scalable revenue execution.

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What Your Responsibilities Will Be: Sales Analytics, Forecasting & AI-Driven Insights

• Own the analytical backbone of forecasting, developing models to predict bookings, renewals, churn, and expansion across segments and geographies.
• Continuously improve forecasting precision through automation, model retraining, and the incorporation of external and behavioral data signals.
• Lead end-to-end funnel analytics, from pipeline creation through closed-won deals and retention, using predictive modeling to identify conversion drivers and leakage risks.
• Develop scalable frameworks to measure pipeline health, velocity, and quality, enriched with AI-driven scoring (e.g., deal likelihood, pipeline risk, next-best-action signals).
• Analyze sales cycle dynamics, deal progression patterns, and win/loss drivers using advanced analytics and pattern recognition techn