Director Strategic Sales Development

Company Description Acumatica is a company on a mission. We are a leading innovator in cloud ERP with customers located around the world. But don’t take our word for it - read what analysts like G2 and Info-Tech have to say about us.

Acumatica is a leading provider of cloud business management software that empowers small and mid-size businesses to unlock their potential and drive growth. Built on the world’s best cloud and mobile technology and a unique customer-centric licensing model, Acumatica delivers a suite of fully integrated business management applications, such as Financials, Distribution, CRM, and Project Accounting, on a robust and flexible platform. In an interconnected world, Acumatica enables customers to take full control of their businesses, play to their organizations’ unique strengths, and support their clients by following them anywhere on any device.

Acumatica’s culture is casual and high-energy. We are passionate about our product and our mission, and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world. Acumatica offers exceptional professional and financial growth potential. To learn more about Acumatica’s mission, please visit: http://www.acumatica.com.

Job Description

Acumatica is hiring a Director Strategic Sales Development for our growing team. This is a full-time role reporting to our SVP, Partner Sales.

What You’ll Do:

Drive growth in strategic accounts

• Develop and execute strategies to grow Acumatica's presence within large, complex organizations.
• Identify opportunities across conglomerates, holding companies, private equity portfolios, multinational organizations, and other strategic accounts.
• Build relationships with senior executives and decision-makers to uncover new business opportunities.
• Drive revenue growth, improve win rates, and build long-term customer relationships.
• Develop repeatable approaches to expanding Acumatica's presence across multiple businesses within larger organizations, creating opportunities for Acumatica and its partner ecosystem.

Build and lead a high-performing team

• Help shape the strategy, structure, and operating approach for Strategic Accounts.
• Recruit, coach, and develop Strategic Account Managers as the team grows.
• Set clear expectations for account planning, opportunity management, and performance.
• Help team members develop stronger executive engagement, strategic selling, and negotiation skills.
• Establish effective onboarding, training, and best practices that support long-term success.
• Build a team culture that values collaboration across Acumatica and our partner ecosystem.

Lead strategic customer engagements

• Initially manage a focused portfolio of opportunities to gain firsthand experience with our market, customers, and selling environment.
• Develop account strategies and clear win themes for important opportunities.
• Build relationships with senior executives, including C-suite leaders, across complex organizations.
• Navigate opportunities involving multiple business units, stakeholders, and decision-making processes.
• Lead complex negotiations and coordinate internal and partner resources to help move opportunities forward.
• Serve as an executive sponsor for key strategic opportunities and customers.

Collaborate with our partner ecosystem

• Build strong working relationships with Acumatica partners to support successful customer engagements.
• Identify opportunities to leverage partner industry expertise, implementation capabilities, and customer relationships.
• Work closely with partner-facing teams to ensure clear communication, coordination, and alignment on strategic opportunities.
• Help identify new market opportunities that can create long-term growth for both Acumatica and our partners.
• Reinforce Acumatica's partner-first philosophy while addressing the unique needs of complex strategic accounts.

Drive strong sales execution and forecasting

• Own pipeline development, revenue performance, and forecast accuracy for Strategic Accounts.
• Establish a consistent rhythm for pipeline reviews, deal strategy discussions, and forecasting.
• Maintain high standards for CRM accuracy, opportunity management, and sales discipline.
• Identify risks early and work with the team to develop plans to address them.
• Provide clear, reliable updates and business insights to senior leadership.

Help shape our long-term strategy

• Work closely with Marketing, Presales, Product, Services, Customer Success, and partner-facing teams to support strategic opportunities.
• Share customer feedback, market insights, and competitive intelligence to help improve our approach.
• Identify opportunities to establish relationships with organizations that can influence multiple ERP purchasing decisions.
• Develop best practices and repeatable strategies that can benefit both the Strategic Accounts team and the broader partner ecosystem.
• Help define the capabilities and resources needed to grow the strategic accounts business over time.

Qualifications

• Bachelor’s degree in Business, Management, or related field required. MBA or advanced degree preferred.
• 7+ years of people leadership experience leading teams in partner management, account management, or similar roles.
• Experience working with complex B2B solutions (ERP experience strongly preferred).
• Deep expertise managing and growing strategic partner relationships.
• Strong operator - comfortable with planning, forecasting, and driving accountability
• Able to work effectively at the executive level, both internally and with partners
• Direct sales experience is a plus.

Additional Information Who you are...

• Results-oriented. You love the doing and the process, but you are all about results. You have excellent analytical and problem-solving abilities, including the ability to effectively prioritize and execute activities in a high-pressure just in time environment. You adhere to and analyze standards and procedures for workflow and change management.
• Communicator. You have outstanding verbal and written communication skills with domestic and international customers, both external and internal
• Great with Customers. You have an ability to establish great rapport with people, and you have a track record working with customers. You work successfully alongside external and internal customers who are technical and non-technical when executing your daily responsibilities and contributing to cross-functional projects of broad scope

Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail HR@acumatica.com. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only emails sent for this purpose will be returned. Emails sent for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. For this role, the salary range is $190,000-$205,000 annually. This range represents the low and high end of the salary range for this job and may vary based on location. The actual salary offer will carefully consider a wide range of factors, including skills, qualifications, experience and other relevant elements.

At Acumatica, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you work. US-based employees gain access to healthcare benefits (medical, dental and vision insurance for you and your dependents), employer paid Short-Term/Long-Term Disability and Basic life coverage, 401(k) plan with company match, Flexible time off, sick and safe leave, among others.