Senior Sales Productivity Manager

Job Description

We are seeking a Senior Sales Productivity Manager to help accelerate partner growth and modernize sales execution across Acumatica’s Value-Added Reseller (VAR) ecosystem.

This role will work directly with partner sales teams, sales leaders, and internal stakeholders to improve sales productivity, pipeline velocity, and win rates through a combination of AI-driven sales automation, sales coaching, and scalable enablement programs.

The ideal candidate understands modern B2B sales processes and is highly fluent in practical AI applications including AI-assisted selling, prompt engineering, workflow automation, custom GPTs, sales playbooks, and conversational intelligence platforms.

This individual will play a key role in helping partners adopt AI-enabled selling practices while improving overall sales execution across the ecosystem.

Primary Responsibilities & Estimated % of Time Spent

• Support the rollout and adoption of AI-powered sales automation solutions across Acumatica’s partner ecosystem.
• Work directly with partner sellers and sales leaders to improve sales execution, pipeline progression, and win rates.
• Help design and refine AI-assisted workflows including: discovery preparation, qualification frameworks, sales playbooks, proposal generation, follow-up automation, customer-facing deal rooms.
• Gather partner feedback and translate insights into product and workflow improvements.
• Drive AI fluency and practical adoption across partner organizations.

Sales Coaching & Enablement (25%)

• Conduct sales workshops, coaching sessions, and enablement programs for both existing and newly recruited partner sales teams.
• Coach partner sellers on discovery, value selling, competitive positioning, pricing, sizing, licensing, qualification, demo strategy, and pipeline management.
• Improve consistency, discipline, and quality across partner-led sales motions.
• Support high-potential partners through targeted interventions, structured coaching, and guided improvement plans.
• Help newly recruited partners ramp more effectively by supporting onboarding enablement, certification readiness, and early sales execution best practices.

Acu Mastery & Program Development (20%)

• Create and manage scalable enablement content and learning programs for the partner ecosystem.
• Develop AI sales training, seller playbooks, pricing, sizing, and licensing guidance, sales process frameworks, micro-learning content, and role-based learning paths.
• Support the planning, delivery, adoption, and ongoing performance management of enablement programs including Acu Mastery.
• Track and measure program effectiveness through engagement, adoption, certification, and sales productivity metrics.
• Help evolve existing programs into a modern AI-enabled productivity and enablement framework.

Partner Diagnostics & Productivity Consulting (15%)

• Assess partner sales process maturity, operational gaps, and workflow inefficiencies.
• Analyze funnel performance including: MQL → SQL, opportunity progression, sales velocity, win rates, pipeline hygiene.
• Deliver actionable recommendations to improve seller productivity and execution.
• Help partners implement repeatable sales motions and operational best practices.

Community Building & Thought Leadership (10%)

• Facilitate peer learning and best-practice sharing across the partner ecosystem.
• Represent Acumatica at partner events, workshops, and enablement sessions.
• Help position Acumatica as a leader in AI-enabled partner productivity and modern sales execution.

• BA/BS in Business, Marketing, Sales, or related field preferred.
• 10+ years of experience in B2B SaaS, ERP, or channel-driven ecosystems.
• Experience conducting sales coaching, enablement, or productivity programs.
• Experience working directly with sales teams to improve execution, conversion rates, and sales effectiveness.
• Strong understanding of modern sales methodologies and pipeline management.
• Prior experience selling or supporting Acumatica ERP (is a bonus).
• Experience with in VAR/channel ecosystems.
• Experience with AI sales tools, conversational intelligence platforms, or workflow automation systems.
• Strong understanding of modern B2B sales processes and funnel…