Senior Sales Productivity Manager

Acumatica•Bellevue, WA

About The Position

Acumatica is a leading innovator in cloud ERP solutions, seeking a Senior Sales Productivity Manager to accelerate partner growth and modernize sales execution within its Value-Added Reseller (VAR) ecosystem. This role focuses on improving sales productivity, pipeline velocity, and win rates by leveraging AI-driven sales automation, sales coaching, and scalable enablement programs. The ideal candidate will have a strong understanding of modern B2B sales processes and practical AI applications, including AI-assisted selling, prompt engineering, workflow automation, custom GPTs, sales playbooks, and conversational intelligence platforms. This individual will be instrumental in guiding partners to adopt AI-enabled selling practices and enhance overall sales execution across the ecosystem.

Requirements

BA/BS in Business, Marketing, Sales, or related field preferred.
10+ years of experience in B2B SaaS, ERP, or channel-driven ecosystems.
Experience conducting sales coaching, enablement, or productivity programs.
Experience working directly with sales teams to improve execution, conversion rates, and sales effectiveness.
Strong understanding of modern sales methodologies and pipeline management.
Prior experience selling or supporting Acumatica ERP (is a bonus).
Experience within VAR/channel ecosystems.
Experience with AI sales tools, conversational intelligence platforms, or workflow automation systems.
Strong understanding of modern B2B sales processes and funnel management.
Familiarity with: AI workflows, prompt engineering, custom GPTs, conversational AI, sales automation, CRM workflows, enablement platforms.
Understanding of sales productivity metrics including: win rate, velocity, stage conversion, pipeline hygiene, seller adoption.
Strong executive communication and presentation skills.
Ability to coach and influence both frontline sellers and leadership teams.
Ability to simplify complex AI concepts into practical business applications.
Strong workshop facilitation and training capabilities.
Strong relationship-building skills within partner ecosystems.
Comfortable operating in highly cross-functional environments.
Ability to blend strategy with hands-on execution.
Ability to drive behavior change and workflow adoption.
Ability to create scalable frameworks and repeatable sales motions.
Ability to translate AI capabilities into measurable business outcomes.
Strong analytical mindset with ability to connect activity to revenue impact.

Responsibilities

Support the rollout and adoption of AI-powered sales automation solutions across Acumatica’s partner ecosystem.
Work directly with partner sellers and sales leaders to improve sales execution, pipeline progression, and win rates.
Help design and refine AI-assisted workflows including: discovery preparation, qualification frameworks, sales playbooks, proposal generation, follow-up automation, customer-facing deal rooms.
Gather partner feedback and translate insights into product and workflow improvements.
Drive AI fluency and practical adoption across partner organizations.
Conduct sales workshops, coaching sessions, and enablement programs for both existing and newly recruited partner sales teams.
Coach partner sellers on discovery, value selling, competitive positioning, pricing, sizing, licensing, qualification, demo strategy, and pipeline management.
Improve consistency, discipline, and quality across partner-led sales motions.
Support high-potential partners through targeted interventions, structured coaching, and guided improvement plans.
Help newly recruited partners ramp more effectively by supporting onboarding enablement, certification readiness, and early sales execution best practices.
Create and manage scalable enablement content and learning programs for the partner ecosystem.
Develop AI sales training, seller playbooks, pricing, sizing, and licensing guidance, sales process frameworks, micro-learning content, and role-based learning paths.
Support the planning, delivery, adoption, and ongoing performance management of enablement programs including AcuMastery.
Track and measure program effectiveness through engagement, adoption, certification, and sales productivity metrics.
Help evolve existing programs into a modern AI-enabled productivity and enablement framework.
Assess partner sales process maturity, operational gaps, and workflow inefficiencies.
Analyze funnel performance including: MQL → SQL, opportunity progression, sales velocity, win rates, pipeline hygiene.
Deliver actionable recommendations to improve seller productivity and execution.
Help partners implement repeatable sales motions and operational best practices.
Facilitate peer learning and best-practice sharing across the partner ecosystem.
Represent Acumatica at partner events, workshops, and enablement sessions.
Help position Acumatica as a leader in AI-enabled partner productivity and modern sales execution.