Director, Strategic Accounts

Company Description

Acumatica is a company on a mission. We are a leading innovator in cloud ERP (Enterprise Resource Planning) solutions with growing businesses worldwide. But don’t take our word for it—read what analysts like G2, IDC, Nucleus Research, and Info-Tech have to say about us. Acumatica is different by design and purposely built to help small and midsized companies thrive in today’s digital economy. Our industry-specific business management solution is engineered to address real-world needs—featuring intelligent workflows and market-leading usability that enable companies to manage risk, anticipate disruption, and seize new opportunities. Our principled business practices, growth-friendly licensing, and flexible deployment options put organizations in control of their own future. Acumatica is more than just a product—we are a community of partners, customers, and creators committed to elevating business performance. Our ecosystem is driven by collaboration, merging leading technology and real-world insights to put organizations control of their future. In May of 2025, Acumatica was acquired by Vista Equity Partners, a global investment firm focused on enterprise software, data and technology-enabled businesses.

Acumatica’s culture is collaborative and high-energy. We are passionate about our product and our mission, and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world. Acumatica offers exceptional professional and financial growth potential. To learn more about Acumatica’s mission, please visit: http://www.acumatica.com.

Job Description

Acumatica is hiring a Director, Strategic Accounts for our growing team! The Director, Strategic Accounts will lead Acumatica’s engagement strategy for two priority customer segments across the Americas: Apex (high-volume emerging growth organizations) and Conglomerate (large, complex, multi-entity enterprises).

This leader will oversee a team responsible for driving revenue growth within these segments while operating in close coordination with Acumatica’s partner ecosystem.

The role is accountable for segment performance, opportunity strategy, and executive engagement, ensuring disciplined execution and a consistent customer experience.

The position plays a critical role in expanding market share in strategic segments while reinforcing Acumatica’s partner-centric go-to-market model. 

This role reports to the SVP, Partner sales and we're open to hire remotely in the United States.

Key Responsibilities

Segment Leadership & Revenue Accountability

• Own revenue performance, pipeline development, and forecast accuracy across Apex and Conglomerate segments.
• Develop differentiated coverage and engagement strategies for high-velocity and complex, enterprise opportunities.
• Establish scalable plays to improve conversion, deal quality, and expansion outcomes.
• Drive consistent execution rhythm and performance management across the team.

Strategic Opportunity Engagement

• Lead development of account strategies and clear win themes for priority pursuits.
• Personally engage in select complex or executive-level opportunities.
• Elevate selling conversations toward business outcomes and long-term value realization.
• Ensure disciplined opportunity progression and CRM integrity.

Partner-Aligned Execution

• Operate in close coordination with partners to support opportunity strategy and execution.
• Clarify roles and engagement models to ensure alignment and trust.
• Reinforce Acumatica’s partner-first philosophy while ensuring strategic account focus.
• Serve as an executive point of alignment across internal and partner stakeholders.

Cross-Functional Orchestration

• Partner with Marketing, Industry, Product, and Customer Success leaders to improve win rates and segment penetration.
• Provide structured feedback from the field to influence roadmap and positioning.
• Align on account prioritization and resource deployment.

Talent & Organizational Development

• Recruit, develop, and coach a high-performing Strategic Account team.
• Build enterprise selling and account orchestration capabilities.
• Ensure strong onboarding and rapid ramp of new hires.
• Foster a culture of accountability, preparation, and collaboration.

Qualifications

Experience

• 10+ years of experience in strategic account management, enterprise sales, or customer success.
• Proven track record managing multi-million-dollar accounts and long-term executive relationships.<