Principal Security Sales Engineer

What You’ll Do Avalara continues to expand its global SaaS platform, customer base, and AI-enabled capabilities while operating in an increasingly complex security, privacy, and regulatory landscape.

As enterprise customers place greater scrutiny on cybersecurity, privacy controls, and responsible AI practices, security assurance has become a critical factor in customer acquisition, retention, and market expansion.

Reporting to the VP Product Security the Principal Security Sales Engineer exists to accelerate customer trust, support strategic revenue growth, and strengthen Avalara's competitive position by serving as the technical security authority throughout the customer lifecycle.

will see you bridging Security, Product, Engineering, Legal, and Sales. This ensures customer security requirements are addressed, security capabilities are clearly articulated, and emerging market requirements influence product and platform strategy. #LI-Remote Your role will: Accelerate revenue growth by helping customers understand and trust Avalara's security, privacy, and AI governance capabilities. Improve win rates and reduce sales cycle friction through scalable security assurance processes and customer trust programs. Influence product and engineering investments that expand Avalara's ability to serve security-conscious and regulated industries. Strengthen Avalara's external security reputation through customer engagement, thought leadership, and industry expertise. Advance responsible AI adoption by helping customers understand Avalara's AI security controls, governance practices, and regulatory alignment. Raise security awareness and technical rigor across Sales, Product, Engineering, and Customer-facing teams. What Your Responsibilities Will Be You will: Be the primary security and privacy subject matter expert supporting enterprise sales opportunities and strategic customer engagements. Partner with Account Executives, Sales Engineering, Legal, Product Management, and Engineering teams to address customer security, privacy, and compliance requirements. Lead customer trust discussions, technical security reviews, and third-party risk management engagements that accelerate deal progression. Develop and deliver compelling presentations, demonstrations, and security narratives that demonstrate Avalara's security posture and differentiators. Influence product and engineering roadmaps by identifying recurring customer security requirements, emerging risks, and market opportunities. Support responses to security questionnaires, RFPs, RFIs, audits, and due diligence requests while improving scalability and consistency of the response process. Provide guidance on cloud security, data protection, privacy, AI governance, and compliance frameworks relevant to Avalara's solutions. Support contract negotiations involving information security, privacy, and AI-related provisions. Be a trusted advisor to internal and external partners regarding cybersecurity, privacy, and AI risk management practices. 12-Month Success Signals Within the first 12 months, this you will: Establish scalable security review, RFP, and third-party risk management processes that improve response quality and reduce turnaround times. Become a trusted security advisor for strategic customer opportunities and enterprise sales pursuits. Improve customer confidence in Avalara's security, privacy, and AI governance capabilities through high-impact customer engagements. Influence product and platform enhancements that address recurring customer security and compliance requirements. Increase sales effectiveness through repeatable security assurance content, automation, and enablement. Be an internal and external advocate for application security, cloud security, privacy, and AI security best practices. AI Bar Raiser Expectations At Avalara, as a leader you are expected to apply AI in ways that materially improve business outcomes. As an AI Bar Raiser, this role will help advance how Security, Sales, and Customer-facing teams leverage AI to improve scalability, customer trust, operational efficiency, and responsible innovation. You will: Develop and implement AI-enabled approaches that improve security questionnaire responses, third-party risk assessments, and customer trust workflows. Articulate Avalara's AI governance, AI security controls, and responsible AI strategy to customers, auditors, and partners. Demonstrate measurable improvements in efficiency, quality, consistency, or customer outcomes through AI-enabled processes. Promote responsible, secure, and governance-aware adoption of AI technologies. Identify latest AI security risks and opportunities that influence Avalara's product, security, and compliance strategies. Share AI best practices and help enhance organizational capability in AI security and governance. Bar Raiser Expectations At Avalara, we hire Bar Raisers - leaders who strengthen organizations through higher standards, and measurable growth. As a Principal Security Sales Engineer, you will enhance how Avalara engages customers on security, privacy, compliance, and AI governance while strengthening trust across the business. You will: Demonstrate exceptional ownership, accountability, and drive in complex customer and business situations. Raise standards for customer trust engagement, security assurance, and technical communication. Influence decisions through expertise, credibility, and strong understanding of processes. Strengthen collaboration between Security, Sales, Product, Engineering, and Legal teams. Mentor others and share expertise that increases organizational capability. Leave programs, relationships, and technical assets stronger than they found them. What You'll Need to be Successful Required Qualifications Bachelor's degree in Computer Science, Engineering, Information Security, or a related technical discipline 10+ years of relevant professional experience in security engineering, security consulting, technical sales, or security architecture.