Director of VAR GTM & Enablement

Acumatica • Bellevue, WA

6d • $200,000 - $220,000

About The Position

Acumatica is hiring a Director of VAR GTM & Enablement to build a scalable payments channel within its established SMB and lower-middle-market value-added reseller (VAR) ecosystem. The role will develop a repeatable go-to-market operating model that turns partner relationships into measurable payments pipeline, activated merchants, payment volume, and revenue.

As a senior individual contributor, this commercial GTM leader will work across Partner Programs, Payments, Sales, Product, Marketing, Operations, Solutions Engineering, and Customer Success to promote the payments opportunity, enable VARs, and remove barriers to adoption. The role focuses on engaging existing partners and driving sign-ups; it excludes net-new VAR recruitment, partner-program operations, and direct sales.

The position owns the payments adoption funnel across North American VARs, from awareness and certification through first transaction, repeat usage, and scaled payment volume. It will build joint GTM plans with strategic VARs, create scalable enablement and partner-program mechanisms, improve partner economics, and influence cross-functional teams to resolve adoption barriers. Success is measured primarily by payment volume and partner-sourced payments revenue, alongside partner activation, productivity, customer attach rates, and the scalability of the GTM model.

The salary range is $200,000–$220,000 annually, with actual offers varying based on location, skills, qualifications, experience, and other factors. Certain roles may be eligible for an annual bonus, stock, or sales incentives. US-based employees have access to healthcare benefits, employer-paid short- and long-term disability and basic life coverage, a 401(k) plan with company match, flexible time off, and sick and safe leave. Benefits and perks may vary by employment nature and country.

Requirements

• At least 8 years of experience in channel, partnerships, indirect sales, partner GTM, partner enablement, or related roles.
• Deep ERP and channel expertise, with demonstrated experience working with ERP VARs, resellers, dealers, or implementation partners.
• Demonstrated experience working within SMB and/or lower-middle-market ERP ecosystems.
• Proven ability to drive commercial outcomes through an indirect partner base rather than relying on direct sales ownership.
• Experience building or evolving partner programs, enablement motions, certification programs, incentives, or other mechanisms that change partner behavior and drive revenue.
• Strong understanding of VAR business models, including reseller economics, services revenue, implementation cycles, recurring revenue, and seller incentives.
• Working knowledge of B2B payments mechanics and economics, including acquiring and processing fundamentals, embedded payments models, and partner revenue-share structures.
• Demonstrated ability to work directly with partner executives and senior internal stakeholders.
• Strong commercial judgment and comfort using partner, pipeline, payment-volume, and revenue data to diagnose performance.
• Ability to influence independent businesses or sales organizations without control over their compensation, headcount, or day-to-day execution.
• Ability to influence cross-functional leaders and secure resources without direct organizational authority.
• Ability to operate effectively as a senior individual contributor in a matrixed organization.
• Demonstrated ability to build structure and operating processes where none currently exist.
• Executive presence and strong written and verbal communication skills.
• Bachelor's degree or equivalent professional experience.

Nice To Haves

• Direct experience with the Acumatica ecosystem.
• Direct B2B payments industry experience.
• Experience in B2B payments, fintech, merchant services, embedded payments, or payment technology.
• Experience selling or enabling B2B payments through an ERP, POS, ISV, or VAR ecosystem.
• Experience developing joint business plans and executive-level QBRs.
• Experience designing partner tiers, incentives, MDF, deal registration, or certification.
• Experience with partner CRM/PRM systems and performance analytics.
• Experience working across Product, Sales, Marketing, Finance, Operations, and Solutions Engineering.

Responsibilities

• Own the payments adoption funnel across the North American Acumatica VAR base, from awareness and certification through first transaction, repeat usage, and scaled payment volume.
• Segment VARs by potential, readiness, economics, and adoption behavior; build differentiated activation strategies to increase payments productivity and customer attach rates.
• Define partner-level metrics, reporting, and operating cadence focused on payment volume and resulting partner-sourced payments revenue.
• Build and execute joint business plans with priority VARs, including shared objectives, pipeline development, activation targets, forecasts, and quarterly business reviews.
• Work with VAR executives and sales leaders to understand their Acumatica practice economics, services revenue, seller incentives, and customer priorities.
• Develop repeatable plays that help VAR sellers position, sell, deploy, and expand payments within their existing Acumatica customer base.
• Establish an operating cadence for pipeline, partner performance, forecasts, and business reviews, and scale successful partner motions beyond individual strategic relationships.
• Design Acumatica-ecosystem-specific VAR enablement covering product knowledge, payments economics, positioning against incumbent providers, objection handling, and sales execution.
• Build certification programs tied to measurable partner activation and program-tier objectives, evaluating behavioral and commercial outcomes.
• Create sales tools for Acumatica VAR sellers, including battlecards, ROI tools, competitive positioning, talk tracks, use cases, and demo environments.
• Design enablement that reaches hundreds of VARs without requiring high-touch support for every partner.
• Evolve the payments partner program, including tiering, incentives, MDF, deal registration, certification, and partner benefits, to drive partner behavior and payment economics.
• Set program requirements and benefits that reward active selling, first transactions, and scaled usage.
• Use partner performance data and market feedback to improve partner economics and define a program evolution roadmap.
• Identify root causes of partner underperformance, including technical friction, sales capability gaps, compensation misalignment, competitive positioning, operational complexity, and product gaps.
• Translate partner feedback into actionable requirements and scalable fixes for Product, Marketing, Solutions Engineering, Operations, and Payments leadership.
• Secure cross-functional ownership and resources to resolve barriers through influence rather than direct organizational authority.
• Represent the payments partner program as a senior internal and external voice; build credibility with VAR leaders through expertise in Acumatica ERP and embedded payments.
• Lead partner advisory sessions, executive business reviews, partner events, and relevant industry forums.
• Bring market, partner, and competitive intelligence into internal product, commercial, and strategic decisions.

Benefits

• Healthcare benefits, including medical, dental, and vision insurance for US-based employees and their dependents.
• Employer-paid short-term and long-term disability coverage for US-based employees.
• Employer-paid basic life coverage for US-based employees.
• 401(k) plan with company match for US-based employees.
• Flexible time off for US-based employees.
• Sick and safe leave for US-based employees.
• Certain roles may be eligible for an annual bonus and stock based on individual performance.
• Certain roles may have the opportunity to earn sales incentives based on revenue or utilization, depending on the plan and role.

What This Job Offers

• Job Type: Full-time
• Career Level: Director