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.
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.

Skills
CRM, Account Management, Customer Success, Negotiation, Onboarding, ERP

Experience
7+ yrs

Employment type
Full-time

Work arrangement
Yes