Quote-to-Cash Architect

Quote-to-Cash (Q2C) Architect

Role Summary - The Why Now

Avalara’s Quote-to-Cash systems are foundational to revenue accuracy, subscription scalability, customer retention, and cash flow performance. As Avalara expands its product portfolio, modernizes monetization models, and increases automation across quoting, billing, entitlements, provisioning, and revenue operations, we need a dedicated Q2C Architect with deep SaaS domain experience to ensure these systems operate as a cohesive revenue platform.

The Q2C Architect translates monetization strategy into scalable, compliant solution designs across Salesforce CPQ, Billing, subscription lifecycle, usage models, entitlements, provisioning, ERP integrations, and financial controls. This role ensures Avalara’s revenue systems are designed for accuracy, durability, auditability, and responsible AI-enabled automation.

This role is critical to reducing order exceptions, billing defects, manual reconciliation, provisioning friction, and downstream revenue leakage while improving the speed and predictability of Avalara’s Q2C transformation.

How This Role Elevates Avalara

For the Business
This role strengthens Avalara’s revenue engine by improving quote accuracy, billing integrity, expansion readiness, and operational scalability across SaaS monetization workflows.

For the Customer
This role improves the customer experience by reducing billing confusion, provisioning delays, entitlement gaps, and avoidable support escalations tied to Q2C process failures.

For the Enterprise
This role creates reusable Q2C architecture patterns that reduce delivery rework, improve SOX-aware system design, and enable scalable growth across Avalara’s products, markets, and customer segments.

Key Responsibilities

Q2C Solution Architecture

• Design scalable Q2C solutions across Salesforce CPQ, Billing, subscription lifecycle, entitlements, provisioning, usage models, ERP integrations, and revenue operations.
• Translate business and monetization requirements into clear solution designs, integration patterns, and implementation-ready architecture guidance.
• Define solution patterns for pricing, discounting, amendments, renewals, expansions, usage-based billing, and customer hierarchy impacts.
• Ensure Q2C designs align with enterprise architecture runway, Salesforce platform standards, finance requirements, and operational controls.
• Partner with delivery teams to ensure architectural intent is implemented correctly and consistently.

SaaS Monetization & Revenue Integrity

• Apply deep SaaS Q2C expertise to improve quote accuracy, billing accuracy, usage capture, entitlement enforcement, and provisioning reliability.
• Identify and reduce sources of revenue leakage, manual reconciliation, billing disputes, order exceptions, and operational workarounds.
• Ensure Q2C workflows support subscription, usage, overage, renewal, amendment, and multi-product expansion models.
• Support scalable monetization patterns that enable cross-sell, upsell, and product expansion.

Integration, Data, and Controls

• Define integration requirements and data handoffs across CRM, CPQ, billing, ERP, provisioning, usage, entitlement, and reporting systems.
• Ensure system designs include traceability, auditability, error handling, reconciliation points, and clear system-of-record ownership.
• Partner with Finance, RevOps, Legal, Security, and Compliance teams to ensure Q2C solutions support SOX-aware processes and financial control requirements.
• Document architecture decisions, risks, assumptions, and tradeoffs through approved architecture governance practices.

AI-Enabled Q2C Improvement

• Identify practical AI and automation opportunities that improve exception detection, pricing guidance, dispute routing, quote quality, provisioning accuracy, and revenue monitoring.
• Ensure AI-enabled Q2C workflows are explainable, governed, secure, and aligned with enterprise AI standards.
• Partner with Enterprise AI, Data, Salesforce, and Automation teams to ensure AI use cases are integrated into durable operational workflows rather than isolated experiments.
• Quantify AI-enabled improvements through measurable outcomes such as reduced manual effort, fewer defects, faster cycle times, or improved decision quality.

Cross-Functional Partnership

• Work closely with Finance, RevOps, Sales Operations, Legal, Product, Engineering, Security, and Customer Experience stakeholders.
• Collaborate with the Principal Enterprise Architect – Q2C / Monetization and Salesforce Platform Architect to ensure solutions align to the enterprise roadmap and platform standards.
• Guide delivery teams through design decisions, integration dependencies, and implementation tradeoffs.
• Raise the quality and consistency of Q2C solution delivery across programs and delivery pods.

12-Month Success Signals

• Measurable reduction in order exceptions, billing defects, or manual reconciliation effort.
• Clear Q2C solution patterns adopted by delivery teams for quoting, billing, entitlement, provisioning, and usage workflows.
• Improved implementation predictability for Q2C initiatives.
• Better traceability across quote, order, billing, provisioning, entitlement, and revenue processes.
• At least one AI-enabled Q2C workflow improvement delivered with measurable business impact.
• Strong stakeholder feedback from Finance, RevOps, Sales Operations, and delivery teams.
• Reduced rework caused by unclear Q2C requirements, integration gaps, or late-stage design changes.

Bar Raiser Expectations

This role is expected to:

• Hold high standards for solution clarity, completeness, ownership, and operational durability.
• Demonstrate strong judgment when balancing speed, automation, financial controls, customer experience, and long-term scalability.
• Raise the quality of Q2C architecture and delivery by challenging fragmented designs, unclear ownership, and short-term workarounds.
• Simplify complex monetization processes into scalable, reusable solution patterns.
• Leave Avalara’s Q2C ecosystem stronger, more reliable, and easier to operate than it was found.

AI Bar Raiser Expectations

This role is expected to:

• Demonstrate applied AI capability in SaaS Q2C, revenue operations, or operational workflow improvement.
• Identify AI opportunities tied to measurable outcomes such as reduced exceptions, faster processing, improved quote quality, better dispute handling, or lower manual effort.
• Ensure AI use is explainable, secure, compliant, and aligned to enterprise governance.
• Partner with architecture, data, AI, and delivery teams to embed AI into durable Q2C workflows.
• Share AI-enabled Q2C learnings and raise the practical AI capability of adjacent teams.

Casual or occasional AI usage is not sufficient. This role must apply AI and automation in ways that materially improve Q2C performance, control quality, or operational scale.

Qualifications - Required

• B.S. in Computer Science or Engineering.
• 8+ years of experience in enterprise systems, solution architecture, business systems architecture, or SaaS platform implementation.
• 5+ years of hands-on experience designing or implementing Quote-to-Cash solutions for SaaS companies.
• Deep experience with SaaS monetization models, including subscriptions, renewals, amendments, usage, overages, entitlements, provisioning, billing, and revenue operations.
• Hands-on experience with Salesforce CPQ, Salesforce Billing or equivalent billing platforms, ERP integrations, and enterprise CRM workflows.
• Strong understanding of financial controls, auditability, SOX-aware system design, and revenue process traceability.
• Experience designing integrations across CRM, CPQ, billing, ERP, product usage, entitlement, and provisioning systems.
• Experience applying automation or AI capabilities to improve operational workflows.
• Proven ability to work across Finance, RevOps, Sales Operations, Legal, Product, Engineering, and Customer Experience stakeholders.

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.

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. 

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.