Director of VAR GTM & Enablement

We are hiring a Director of VAR GTM & Enablement to build a scalable payments channel within Acumaticas established SMB and lower-middle-market VAR ecosystem.

With a live proven product you will create a repeatable GTM operating model that changes partner behavior and converts VAR relationships into measurable payments pipeline activated merchants payment volume and revenue.

As a senior individual contributor you will work across Partner Programs Payments Sales Product and Marketing to educate and evangelize the Payments opportunity and also identify and remove barriers to VAR payments adoption and selling at scale.

This commercial GTM leadership role excludes net-new VAR recruitment partner-program operations and direct sales with a focus on partner engagement and sign-ups.

This is a cross-functional role working closely with the Payments GM (products) Payments partner sales teams Operations for metrics and program management Partner recruitment and enablement as well as Partner Account Management (sales) and Customer Success.

What You Will Own

Drive VAR Activation and Payment Volume

• Own the payments adoption funnel across the North American Acumatica VAR base from awareness and certification through first transaction repeat usage and scaled payment volume.
• Segment VARs by potential readiness economics and adoption behavior. Build differentiated activation strategies for each segment that increase payments productivity and customer attach rate.
• Define the partner-level metrics reporting and operating cadence focused on payment volume and resulting partner-sourced payments revenue. This is the north star.

Build Joint GTM with Strategic VARs

• Build and execute joint business plans with priority VARs including shared objectives pipeline development activation targets forecasts and quarterly business reviews.
• Work directly with VAR executives and sales leaders to understand their Acumatica practice economics services revenue seller incentives and customer priorities.
• Develop repeatable plays that help VAR sellers position sell deploy and expand payments within their existing Acumatica customer base.
• Establish a disciplined operating cadence for pipeline partner performance forecasts and business reviews.
• Translate successful partner motions into repeatable plays that can scale beyond individual strategic relationships.

Build and Scale VAR Enablement

• Design a VAR enablement strategy specific to the Acumatica ecosystem: product knowledge payments economics positioning against incumbent payment providers objection handling and sales execution.
• Build certification programs tied to measurable partner activation and program-tier objectives measuring success through behavioral and commercial outcomes not checkbox training.
• Create sales tools purpose-built for Acumatica VAR sellers: battlecards ROI tools competitive positioning talk tracks use cases and demo environments.
• Design enablement that reaches hundreds of VARs without requiring high-touch support for every partner.

Optimize Partner Economics and the Program

• Evolve the payments partner program including tiering incentives MDF deal registration certification and partner benefits with a clear focus on driving partner behavior and payment economics.
• Set program requirements and benefits that reward behaviors that drive payment volume: active selling first transactions and scaled usage.
• Use partner performance data and market feedback to continuously improve partner economics  and define a program evolution roadmap as the channel matures.

Diagnose and Remove Adoption Barriers

• Identify root causes of partner underperformance: technical friction sales capability gaps compensation misalignment competitive positioning operational complexity or product gaps.
• Translate partner feedback into actionable requirements and scalable fixes for Product Marketing Solutions Engineering Operations and Payments leadership.
• Secure cross-functional ownership and resources to resolve barriers through influence rather than direct organizational authority.

Represent the Payments Program

• Serve as the senior internal and external voice for the payments partner program building credibility with VAR leaders through expertise in Acumatica ERP and embedded payments.
• Lead partner advisory sessions executive business reviews partner events and relevant industry forums.
• Bring market partner and competitive intelligence into internal product commercial and strategic decisions.

What Success Looks Like

Success means turning a large installed base of Acumatica VAR relationships into a productive scalable payments channel measured primarily by payment volume and partner-sourced payments revenue.

Key outcomes include:

• Increased percentage of enabled VARs actively selling the available Acumatica Payments solution.
• Increased percentage of participating VARs completing their first payment transaction.
• Increased repeat and scaled payment activity across activated VARs.
• Increased partner-sourced payments pipeline and revenue.
• Improved productivity and customer attach rates among priority VARs.
• Increased adoption of certification tiering and incentive structures.
• Better visibility into partner-level performance pipeline forecasts and commercial contribution.
• A repeatable VAR GTM and enablement model that scales across hundreds of North American Acumatica partners.

Specific performance targets will be established based on the companys current partner base payments economics and growth objectives.

Qualifications :

Required

• 8 years in channel partnerships indirect sales partner GTM partner enablement or related roles.
• Deep ERP and channel expertise is required with demonstrated experience working with ERP VARs resellers dealers or implementation partners.
• Demonstrated experience working within SMB and/or lower-middle-market ERP ecosystems.
• Direct experience with the Acumatica ecosystem is strongly preferred.
• Proven ability to drive commercial outcomes through an indirect partner base rather than relying on direct sales ownership.
• Experience building or evolving partner programs enablement motions certification programs incentives or other mechanisms that change partner behavior and drive revenue.
• Strong understanding of VAR business models including reseller economics services revenue implementation cycles recurring revenue and seller incentives.
• Working knowledge of B2B payments mechanics and economics including acquiring/processing fundamentals embedded payments models and partner revenue-share structures. Direct B2B payments industry experience is strongly preferred.
• Demonstrated ability to work directly with partner executives and senior internal stakeholders.
• Strong commercial judgment and comfort using partner pipeline payment-volume and revenue data to diagnose performance.
• Demonstrated ability to influence independent businesses or sales organizations where you do not control compensation headcount or day-to-day execution.
• Demonstrated ability to influence cross-functional leaders and secure resources without direct organizational authority.
• Ability to operate effectively as a senior individual contributor in a matrixed organization.
• Demonstrated ability to build structure and operating processes where none currently exist.
• Executive presence and strong written and verbal communication skills.
• Bachelors degree or equivalent professional experience.

Preferred

• Direct experience in B2B payments fintech merchant services embedded payments or payment technology.
• Experience selling or enabling B2B payments through an ERP POS ISV or VAR ecosystem.
• Experience developing joint business plans and executive-level QBRs.
• Experience designing partner tiers incentives MDF deal registration or certification.
• Experience with partner CRM/PRM systems and performance analytics.
• Experience working across Product Sales Marketing Finance Operations and Solutions Engineering.

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 . 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 $00 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 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 employees role.

Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you -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.

Remote Work :

Yes

Employment Type :

Full-time