Director, Strategic Sales Development

🔥 16 minutes ago

☕ Washington – Remote

☕ Washington – Remote

💵 $190k - $205k / year

⏰ Full Time

🔴 Lead

💵 Sales Development (SDR)

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Acumatica

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2008

🏭 Manufacturing

💼 Consulting

📦 Logistics

💰 $25M Series C on 2018-06

Manufacturing • Consulting • Logistics

Acumatica is a leading provider of cloud-based Enterprise Resource Planning (ERP) software, offering a comprehensive suite of business management applications. Their platform is designed to help midmarket companies streamline operations and improve efficiency through integrated solutions for financial management, construction, distribution, manufacturing, and retail management. Known for its exceptional usability and flexible licensing options, Acumatica provides tools that empower collaboration, automation, and real-time insights across multiple business departments. Their solutions are industry-focused, helping companies connect and manage every aspect of their business in the cloud, enabling growth and innovation through modern, cross-module workflows.

📋 Description

• Drive growth in strategic accounts and develop strategies to expand Acumatica’s presence within large, complex organizations • 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 • Drive revenue growth, improve win rates, and build long-term customer relationships • Develop repeatable approaches to expand Acumatica’s presence across multiple businesses within larger organizations • 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 • Build a collaborative team culture across Acumatica and its partner ecosystem • Lead strategic customer engagements and manage a focused portfolio of opportunities • Develop account strategies and win themes for important opportunities • Navigate opportunities involving multiple business units, stakeholders, and decision-making processes • Lead complex negotiations and coordinate internal and partner resources • Serve as executive sponsor for key strategic opportunities and customers • Build relationships with Acumatica partners and leverage their industry expertise, implementation capabilities, and customer relationships • Own pipeline development, revenue performance, and forecast accuracy for Strategic Accounts • Establish pipeline reviews, deal strategy discussions, and forecasting rhythms • Maintain CRM accuracy, opportunity management, and sales discipline • Identify risks and develop mitigation plans • Provide updates and business insights to senior leadership • Collaborate with Marketing, Presales, Product, Services, Customer Success, and partner-facing teams • Share customer feedback, market insights, and competitive intelligence • Develop best practices and repeatable strategies for Strategic Accounts and the partner ecosystem • Help define capabilities and resources needed to grow the strategic accounts business

🎯 Requirements

• Bachelor’s degree in Business, Management, or related field required • MBA or advanced degree preferred • 7+ years of people leadership experience leading teams in partner management, account management, or similar roles • Experience working with complex B2B solutions; ERP experience strongly preferred • Deep expertise managing and growing strategic partner relationships • Strong planning, forecasting, and accountability skills • Ability to work effectively at the executive level internally and with partners • Direct sales experience is a plus • Excellent analytical and problem-solving abilities • Ability to prioritize and execute activities in a high-pressure, just-in-time environment • Ability to adhere to and analyze standards and procedures for workflow and change management • Outstanding verbal and written communication skills with domestic and international customers • Ability to establish rapport and a track record working with customers • Ability to work with technical and non-technical customers on cross-functional projects • United States work location

🏖️ Benefits

• Annual bonus • Stock • Sales incentives based on revenue or utilization, depending on the plan and role • Medical, dental and vision insurance for employees and dependents • 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 • Professional and financial growth potential • Work/life balance

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