Director Strategic Sales Development

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.

Department: Sales
Experience Level: Director