Director Strategic Sales Development

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 likeG2 and Info-Techhave 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:  .

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.
• Work closely with Marketing, Presales, Product, Services, Customer Success, and partner-facing teams to support strategic opportunities.
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