Director Strategic Sales Development

Acumatica • Bellevue, WA

7h • $190,000 - $205,000

About The Position

Acumatica is hiring a Director Strategic Sales Development to lead and grow its Strategic Accounts business. This full-time role reports to the SVP, Partner Sales. The director will develop strategies for growing Acumatica’s presence in large, complex organizations, including conglomerates, holding companies, private equity portfolios, and multinational organizations. The role combines strategic account growth, team leadership, executive customer engagement, partner collaboration, sales execution, forecasting, and development of the long-term strategic accounts approach.

The position initially manages a focused portfolio of opportunities while learning Acumatica’s market, customers, and selling environment. It also recruits, coaches, and develops Strategic Account Managers; establishes account-planning, opportunity-management, training, and performance practices; and leads complex customer engagements and negotiations. The director works across Acumatica functions and with the partner ecosystem to coordinate resources, identify market opportunities, share customer and competitive insights, and develop repeatable strategies for long-term growth.

The role owns pipeline development, revenue performance, and forecast accuracy for Strategic Accounts, maintaining CRM accuracy and sales discipline while providing business updates to senior leadership. The salary range is $190,000–$205,000 annually, varying by location and other factors. Certain roles may also receive annual bonuses, stock awards, and sales incentives, depending on the role and applicable plan terms. 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.

Requirements

• Bachelor’s degree in Business, Management, or a related field.
• At least 7 years of people leadership experience leading teams in partner management, account management, or similar roles.
• Experience working with complex B2B solutions.
• Deep expertise managing and growing strategic partner relationships.
• Strong operating skills, including planning, forecasting, and driving accountability.
• Ability to work effectively at the executive level, both internally and with partners.
• Excellent analytical and problem-solving abilities, including prioritizing and executing activities in a high-pressure, just-in-time environment.
• Ability to adhere to and analyze workflow and change-management standards and procedures.
• Outstanding verbal and written communication skills with domestic and international customers, internal and external.
• Ability to establish rapport and a track record working with customers, including technical and non-technical stakeholders.
• Ability to contribute to cross-functional projects of broad scope.

Nice To Haves

• MBA or advanced degree.
• ERP experience; strongly preferred.
• Direct sales experience.

Responsibilities

• Develop and execute strategies to grow Acumatica’s presence in large, complex organizations and strategic accounts.
• 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 business opportunities and drive revenue growth, win rates, and long-term customer relationships.
• Develop repeatable approaches to expanding Acumatica’s presence across multiple businesses within larger organizations and creating opportunities for Acumatica and its partner ecosystem.
• Help shape the strategy, structure, and operating approach for Strategic Accounts.
• Recruit, coach, and develop Strategic Account Managers; set expectations for account planning, opportunity management, and performance.
• Help team members strengthen executive engagement, strategic selling, and negotiation skills; establish onboarding, training, and best practices.
• Build a team culture that values collaboration across Acumatica and its partner ecosystem.
• Initially manage a focused portfolio of opportunities and develop account strategies and win themes for important opportunities.
• Build executive relationships, navigate multi-business-unit and multi-stakeholder opportunities, lead complex negotiations, and coordinate internal and partner resources.
• Serve as an executive sponsor for key strategic opportunities and customers.
• Build relationships with Acumatica partners, leverage their expertise and capabilities, coordinate strategic opportunities with partner-facing teams, and identify shared market opportunities.
• Own pipeline development, revenue performance, and forecast accuracy for Strategic Accounts.
• Establish a rhythm for pipeline reviews, deal strategy discussions, and forecasting; maintain CRM accuracy, opportunity management, and sales discipline.
• Identify risks early, develop plans to address them, and provide reliable updates and business insights to senior leadership.
• Collaborate with Marketing, Presales, Product, Services, Customer Success, and partner-facing teams on strategic opportunities.
• Share customer feedback, market insights, and competitive intelligence; identify organizations that can influence multiple ERP purchasing decisions.
• Develop repeatable best practices and help define the capabilities and resources needed to grow the strategic accounts business.

Benefits

• Healthcare benefits, including medical, dental, and vision insurance for employees and dependents (US-based employees).
• Employer-paid short-term and long-term disability coverage (US-based employees).
• Employer-paid basic life coverage (US-based employees).
• 401(k) plan with company match (US-based employees).
• Flexible time off (US-based employees).
• Sick and safe leave (US-based employees).
• Annual bonus may be available for certain roles, based on individual performance.
• Stock awards may be available for certain roles, based on individual performance.
• Sales incentives based on revenue or utilization may be available for certain roles, according to the plan and employee’s role.

What This Job Offers

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