Director of VAR GTM & Enablement

Acumatica • Bellevue, WA

5d • $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 VAR ecosystem. The role will create a repeatable go-to-market operating model that turns VAR relationships into measurable payments pipeline, activated merchants, payment volume, and revenue. It is a senior individual-contributor commercial leadership position focused on partner engagement, payments adoption, and sign-ups—not net-new VAR recruitment, partner-program operations, or direct sales ownership.

The Director will work across Partner Programs, Payments, Sales, Product, Marketing, Operations, Partner recruitment and enablement, Partner Account Management, and Customer Success. The role owns the VAR payments adoption funnel, develops joint go-to-market plans with strategic partners, scales partner enablement, evolves program economics, removes adoption barriers through cross-functional influence, and represents the Payments Program with partners and internally.

Success is measured primarily by payment volume and partner-sourced payments revenue, as well as VAR activation, first transactions, repeat usage, partner productivity, customer attach rates, and a repeatable operating model that scales across hundreds of North American partners. The stated annual salary range is $200,000–$220,000, with actual offers depending on factors such as location, skills, qualifications, and experience. Certain roles may also be eligible for annual bonuses, stock, or sales incentives. US-based employees have access to healthcare benefits, employer-paid disability and basic life coverage, a 401(k) plan with company match, flexible time off, and sick and safe leave.

Requirements

• At least 8 years of experience in channel, partnerships, indirect sales, partner GTM, partner enablement, or related roles.
• Deep ERP and channel expertise, including demonstrated experience 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.
• Demonstrated ability to influence independent businesses or sales organizations without control over compensation, headcount, or day-to-day execution.
• Demonstrated 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 in the Acumatica ecosystem is strongly preferred.
• Direct B2B payments industry experience is strongly preferred.
• 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, and create activation strategies for each segment.
• Define partner-level metrics, reporting, and operating cadence, with a focus on payment volume and 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 partner economics, services revenue, seller incentives, and customer priorities.
• Develop repeatable plays that help VAR sellers position, sell, deploy, and expand payments within their Acumatica customer base.
• Establish operating cadence for pipeline, partner performance, forecasts, and business reviews, and scale successful partner motions beyond individual strategic relationships.
• Design a VAR enablement strategy 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, and evaluate success through 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 can reach 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.
• Diagnose reasons for partner underperformance, including technical friction, sales capability gaps, compensation misalignment, competitive positioning, operational complexity, or 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 adoption barriers through influence rather than direct organizational authority.
• Represent the Payments Program as a senior internal and external voice; 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 and 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 awards based on individual performance.
• Certain roles may have the opportunity to earn sales incentives based on revenue or utilization, depending on plan terms and the employee's role.

What This Job Offers

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