Director, Strategic Accounts

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.
• Experience leading high-performing teams in complex, matrixed organizations.
• Industry experience (e.g., SaaS, technology)

Skills & Competencies

• Exceptional executive presence and communication skills.
• Strong analytical, strategic thinking, and problem-solving abilities.
• High emotional intelligence and ability to influence cross-functional teams.
• Expertise in contract negotiation and navigating complex commercial terms.
• Data-driven approach to decision making and performance optimization.

Education

• Bachelor’s degree in Business, Management, or related field required. MBA or advanced degree preferred.

Additional Information

Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail HR@acumatica.com. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only emails sent for this purpose will be returned. Emails sent for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. 

For this role, the salary range is $185,000-$200,000 annually. This range represents the low and high end of the salary range for this job and may vary based on location. The actual salary offer will carefully consider a wide range of factors, including skills, qualifications, experience and other relevant elements.
At Acumatica, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you work. US-based employees gain access to 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, among others.