Director Strategic Sales Development

Acumatica • Bellevue, WA

20h

About The Position

Acumatica is hiring a Director Strategic Sales Development to help grow its strategic accounts business. The role reports to the SVP, Partner Sales and combines strategic account development, people leadership, executive customer engagement, partner collaboration, sales execution, and long-term business planning.

The director will develop strategies to expand Acumatica’s presence in large and complex organizations, including conglomerates, holding companies, private equity portfolios, and multinational organizations. They will initially manage a focused portfolio of opportunities, build relationships with senior executives, lead complex negotiations, and coordinate internal and partner resources. As the team grows, they will recruit, coach, and develop Strategic Account Managers and establish effective account-planning, opportunity-management, onboarding, training, and performance practices.

The role owns pipeline development, revenue performance, and forecast accuracy for Strategic Accounts. It works closely with partners and cross-functional teams—including Marketing, Presales, Product, Services, and Customer Success—to advance strategic opportunities, share market and customer insights, develop repeatable approaches, and help define the capabilities and resources needed to grow the business.

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 operational skills, including planning, forecasting, and driving accountability.
• Ability to work effectively at the executive level, internally and with partners.
• Excellent analytical and problem-solving abilities, including prioritizing and executing in a high-pressure environment.
• Outstanding verbal and written communication skills with domestic and international internal and external customers.
• Ability to establish rapport and work successfully with technical and non-technical customers and colleagues on cross-functional projects.

Nice To Haves

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

Responsibilities

• Develop and execute strategies to grow Acumatica’s presence in large, complex organizations and identify opportunities across 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.
• 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.
• Establish onboarding, training, and best practices, and foster a collaborative team culture across Acumatica and its partner ecosystem.
• Initially manage a focused portfolio of opportunities and develop account strategies and win themes.
• Navigate complex opportunities involving multiple business units, stakeholders, and decision-making processes; lead negotiations and coordinate internal and partner resources.
• Serve as executive sponsor for key strategic opportunities and customers.
• Build relationships with Acumatica partners and coordinate with partner-facing teams to align on strategic opportunities.
• Identify ways to leverage partner expertise, implementation capabilities, and customer relationships, and uncover market opportunities for Acumatica and its partners.
• Own pipeline development, revenue performance, and forecast accuracy for Strategic Accounts.
• Establish regular pipeline reviews, deal strategy discussions, and forecasting; maintain CRM accuracy, opportunity-management standards, and sales discipline.
• Identify risks early, develop mitigation plans with the team, and provide business updates and 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; develop repeatable strategies and help define the resources and capabilities needed to grow the strategic accounts business.

Benefits

• Medical, dental, and vision insurance for employees and dependents (US-based employees).
• Employer-paid short-term and long-term disability coverage.
• Employer-paid basic life coverage.
• 401(k) plan with company match.
• Flexible time off.
• Sick and safe leave.
• Certain roles may be eligible for an annual bonus and stock awards based on individual performance.
• Certain roles may be eligible for sales incentives based on revenue or utilization.

What This Job Offers

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