As part of a new Center of Excellence we are creating a recent role of Sales Development Performance Lead (Performance Lead). The Performance Lead is a manager level individual contributor within Avalara's global Sales Development organization. This is a newly created, upleveled role born from a deliberate decision to separate production accountability from quality accountability - freeing Managers to own attainment and daily execution while the Performance Lead owns the quality, consistency, and enablement infrastructure that makes attainment sustainable over time.
This is not a training coordinator role. It is a practitioner role. The Performance Lead carries a small monthly personal quota - approximately 10-20% of the individual XDR’s quota they will support - because being on the phone keeps the Performance Lead current on what prospects are saying, what objections are landing, and what the market looks and sounds like today. XDRs will observe the Performance Lead make live calls. That is part of the job design. Credibility in this role comes from doing,
not from being designated.
The Performance Lead's primary success metric is not personal production. It is the percentage of XDRs they support who achieve quota – currently targeting: 75–80%+ of the team hitting quota. The Performance Lead achieves this through structured call listening (Gong), live side-by-sides, Hyperbound scoring and AI coaching, certification administration and scoring, and individual development planning grounded in data. I would add some responsibility in here around promoting AI use and workflow automation.
The Performance Lead is structured regionally but connected globally. Each region - US, EMEA, and India - has at least one dedicated Performance Lead. All Performance Leads operate against the same QA scorecard, the same certification framework, and the same Performance Lead charter. A weekly global Performance Lead sync ensures top-performer insights flow from each region
📌 Sales Development Performance Lead, Inbound (India)
🏢 Avalara
📍 India
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