Uday Nemani

Director - Account Management & Commercial Growth (Emerging & SMB) @ Avalara

About

I lead a $100M+ existing business, driving lifecycle ownership across expansion, renewals, and pipeline for a global customer base of 13,000+ accounts, with over $500M in annual renewals.I lead enterprise operating model and commercial transformation initiatives focused on converting large, complex customer ecosystems into predictable, scalable performance engines.My experience spans operating model redesign, governance structuring, and execution leadership across North America and EMEA, partnering closely with executive stakeholders to scale post-acquisition integration, installed-base monetization, and cross-functional performance alignment.Over the past two decades, my career has evolved from frontline commercial leadership into enterprise execution leadership — designing how global organizations scale across geographies, customer segments, and multi-layered stakeholder environments.Most recently, I conceived and institutionalized a new global operating model that challenged a long-held industry assumption: that customer-facing account management and renewals ownership could not be executed successfully outside the U.S. Through multi-year stakeholder alignment, governance design, and structured execution, this initiative scaled from concept to a $100M+ managed business supporting 13,000+ customers across North America and EMEA.My work sits at the intersection of strategy, operating design, and execution discipline, with focus on:• Designing scalable operating models that balance growth ambition with cost discipline• Building governance rhythms and accountability frameworks that drive predictability• Leading cross-functional organizations across sales, finance, customer success, and operations• Translating operational and customer data into executive-level decision architectures• Aligning global stakeholders through structured performance management systems• Developing leadership capability that scales with organizational complexityI am particularly energized by environments where growth requires structural change — rethinking legacy operating assumptions, redesigning accountability models, and embedding data-backed governance to enable sustainable, enterprise-wide performance.I believe durable transformation happens when strategy, operating design, and leadership capability evolve in concert.

Country

India

City

Pune Division

Industry

Information Technology & Services

Skill

Revenue Transformation, Commercial Strategy, Operating Model Design, Business Scaling, Customer Economics, P&L / Business Ownership Mindset, Revenue Growth Strategy, Go-to-Market Strategy, Organizational Transformation, Global Cross-Functional Team Leadership, Offshore / Global Capability Build, Renewals & Retention Strategy (GRR), Executive Stakeholder Management, Lean Six Sigma

Experience

Director - Account Management & Commercial Growth (Emerging & SMB)

Avalara

2021-9 - Present · 5 yrs 1 mo

Pune

Executive owner of Avalara’s global SMB installed-base commercial transformation, responsible for strategy design, operating model creation, and revenue performance across a multi-region portfolio. • Conceived and led a multi-year commercial transformation to offshore Avalara’s SMB installed-base sales and renewals motion to India, challenging legacy operating assumptions and aligning global Sales, Finance, HR, and Operations leadership. • Developed business cases, financial models, and operating blueprints over a 24-month period demonstrating scalability, cost efficiency, and revenue expansion potential — securing executive approval for a net-new global revenue delivery model. • Built the organization from zero into a $100M+ managed revenue portfolio, owning $28M annual sales while supporting a very large Gross Retention Revenue ecosystem. • Designed operating structure, talent architecture, governance rhythms, forecasting frameworks, and lifecycle engagement model integrating renewals, expansion, and customer ownership. • Scaled the organization to 60+ professionals across leadership layers managing 13,000+ North America and EMEA accounts, materially improving predictability and expansion efficiency. • Delivered 21 consecutive months of target attainment with no missed revenue months, establishing one of the company’s most predictable commercial teams. • Recognized as Best Performing Team (2025) and President’s Club–winning Director for sustained commercial impact and enterprise-scale organizational build.

Prior Leadership & Commercial Operations experience

Adobe | EXL Services | Searce | Vodafone | Firstsource

2003-2 - 2021-9 · 18 yrs 8 mos

Pune

Held progressive leadership roles across global technology, telecom, and business services environments, building foundational expertise in revenue operations, customer lifecycle management, and large-scale team leadership. Led both frontline commercial execution and operational transformation initiatives, managing teams ranging from mid-size operational groups to large distributed field organizations while supporting growth across enterprise and SMB customer segments. Representative contributions included: • Managed multi-layered teams across sales support, operations, and customer engagement functions, strengthening execution discipline and performance accountability • Supported growth of multi-product commercial portfolios, partnering with sales and delivery organizations to expand adoption and improve revenue performance • Designed structured operating rhythms, governance models, and performance tracking frameworks to improve visibility and forecasting reliability • Led cross-functional initiatives aligning sales, operations, and service delivery teams to improve customer experience and lifecycle outcomes • Drove operational efficiency through process redesign, workforce optimization, and standardized execution models across geographically distributed teams These experiences built a leadership foundation combining commercial acumen with operational rigor, shaping a systems-oriented approach to scaling revenue organizations. Career Arc: Over time, these roles evolved from executing within established commercial environments to designing and scaling new operating models — ultimately leading to ownership of enterprise-scale revenue transformation and global commercial leadership responsibilities.[12:10 AM]