Director, Strategic Accounts
About The Position
Acumatica is hiring a Director, Strategic Accounts for our growing team! The Director, Strategic Accounts will lead Acumatica’s engagement strategy for two priority customer segments across the Americas: Apex (high-volume emerging growth organizations) and Conglomerate (large, complex, multi-entity enterprises). This leader will oversee a team responsible for driving revenue growth within these segments while operating in close coordination with Acumatica’s partner ecosystem. The role is accountable for segment performance, opportunity strategy, and executive engagement, ensuring disciplined execution and a consistent customer experience. The position plays a critical role in expanding market share in strategic segments while reinforcing Acumatica’s partner-centric go-to-market model. This role reports to the SVP, Partner sales and we're open to hire remotely in the United States.
Requirements
- 10+ years of experience in strategic account management, enterprise sales, or customer success.
- Proven track record managing multi-million-dollar accounts and long-term executive relationships.
- Experience leading high-performing teams in complex, matrixed organizations.
- Industry experience (e.g., SaaS, technology)
- Exceptional executive presence and communication skills.
- Strong analytical, strategic thinking, and problem-solving abilities.
- High emotional intelligence and ability to influence cross-functional teams.
- Expertise in contract negotiation and navigating complex commercial terms.
- Data-driven approach to decision making and performance optimization.
- Bachelor’s degree in Business, Management, or related field required.
Nice To Haves
- MBA or advanced degree preferred.
Responsibilities
- Own revenue performance, pipeline development, and forecast accuracy across Apex and Conglomerate segments.
- Develop differentiated coverage and engagement strategies for high-velocity and complex, enterprise opportunities.
- Establish scalable plays to improve conversion, deal quality, and expansion outcomes.
- Drive consistent execution rhythm and performance management across the team.
- Lead development of account strategies and clear win themes for priority pursuits.
- Personally engage in select complex or executive-level opportunities.
- Elevate selling conversations toward business outcomes and long-term value realization.
- Ensure disciplined opportunity progression and CRM integrity.
- Operate in close coordination with partners to support opportunity strategy and execution.
- Clarify roles and engagement models to ensure alignment and trust.
- Reinforce Acumatica’s partner-first philosophy while ensuring strategic account focus.
- Serve as an executive point of alignment across internal and partner stakeholders.
- Partner with Marketing, Industry, Product, and Customer Success leaders to improve win rates and segment penetration.
- Provide structured feedback from the field to influence roadmap and positioning.
- Align on account prioritization and resource deployment.
- Recruit, develop, and coach a high-performing Strategic Account team.
- Build enterprise selling and account orchestration capabilities.
- Ensure strong onboarding and rapid ramp of new hires.
- Foster a culture of accountability, preparation, and collaboration.
Benefits
- US-based employees gain access to healthcare benefits (medical, dental and vision insurance for you and your dependents), employer paid Short-Term/Long-Term Disability and Basic life coverage, 401(k) plan with company match, Flexible time off, sick and safe leave, among others.
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What This Job Offers
Job Type
Full-time
Career Level
Director
