VP, Business Development

Acumatica • Bellevue, WA

15h • Hybrid

About The Position

Acumatica is a leading innovator in cloud ERP solutions, serving growing businesses worldwide. Our industry-specific business management solution is designed to help small and midsized companies thrive in the digital economy, featuring intelligent workflows and market-leading usability. We are committed to principled business practices, growth-friendly licensing, and flexible deployment options. Acumatica fosters a collaborative, high-energy culture with a passion for our product and mission, valuing work/life balance, efficiency, simplicity, customer service, and making a difference. We offer exceptional professional and financial growth potential. Acumatica was acquired by Vista Equity Partners in July 2025.

Requirements

• Results-oriented and execution-focused with excellent analytical and problem-solving abilities.
• Ability to effectively prioritize and execute activities in a high-pressure, just-in-time environment.
• Adherence to and analysis of standards and procedures for workflow and change management.
• Willingness to challenge the status quo.
• Outstanding verbal and written communication skills with domestic and international customers, both external and internal.
• Ability to establish great rapport with people and a track record working with partners.
• Proven strong leadership skills as a business development leader within an ERP company or a quota-carrying sales executive within a complex professional services firm (e.g., corporate law, capital firm, business consulting organization serving the mid-market).
• Demonstrated track record of building successful business functions within SMB/LMM ERP, with a special focus on manufacturing, distribution, and/or construction.
• Proven and verifiable history of driving year-over-year growth to meet benchmarks and company goals.
• Prior experience in building programs and a demonstrated track record for scaling new programs.
• Strong negotiation skills.
• Keen interpersonal and customer relations skills.
• Ability to be a recruiter, partner, and enabler, constantly looking for top talent.

Nice To Haves

• Experience working successfully alongside external and internal constituents who are technical and non-technical when executing daily responsibilities and contributing to cross-functional projects of broad scope.

Responsibilities

• Lead the strategy, growth, and commercial outcomes of Acumatica’s Independent Software Vendor (ISV) ecosystem.
• Lead a team of domain professionals responsible for identifying, recruiting, enabling, and co-selling with strategic ISV partners.
• Serve as the executive champion for the ISV network, driving integration strategies to support Acumatica’s Industry Go-To-Market (GTM) motions and fuel net-new customer acquisition.
• Own and execute the end-to-end GTM strategy, revenue targets, and expansion roadmap for Acumatica’s ISV partner ecosystem.
• Deliver quantifiable results in strategic ISV recruiting and ecosystem development.
• Manage strategic ownership of the FbA (Fulfilled by Acumatica) program.
• Ensure solution completeness and thought leadership within the ISV ecosystem.
• Lead, develop, and scale a team responsible for ecosystem growth and individual partner plans.
• Partner with internal Sales and VAR channel teams to drive net-new opportunities and increase total joint customer ACV.
• Set up programs and execution plans for each of these ecosystems.
• Partner closely with internal teams (Marketing, Partner Programs, Partner Management, Product) and the VAR/partner community to drive successful execution of plans.
• Identify, negotiate, and onboard strategic ISVs that fill key product capability gaps, unlock new vertical markets, and complement Acumatica’s industry solutions.
• Serve as the executive sponsor for strategic ISV relationships and represent Acumatica at key industry, technology, and partner events.
• Establish clear KPI frameworks, joint business plans, and revenue reporting across all ISV tiers and strategic integration initiatives.
• Maintain and cultivate a strong partnership with Product Management and Product Strategy to recruit and develop partners critical to Industry GTM motions.

Benefits

• 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
• Annual bonus
• Stock options
• Sales incentives based on revenue or utilization

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed