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.