Director of VAR GTM & Enablement

Job Description

We are hiring a Director of VAR GTM & Enablement to build a scalable payments channel within Acumatica’s 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 company's 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.
• Bachelor's 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 [email protected]. 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 $200,000-220,000 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.