Strategic Account Manager

SmartRecruiters, Inc.; Reston, Northern (VA, KY); Hybrid; USD 100,000 - 120,000; Full time

Job summary

Acumatica in Reston, VA is seeking a Strategic Account Manager to grow relationships with our enterprise clients and act as a trusted advisor, driving adoption of our SaaS ERP platform and identifying expansion opportunities. You will manage high-value accounts and coordinate with cross-functional teams.

The ideal candidate has 5+ years in SaaS partnerships, proven revenue success, and ERP experience. You will lead account plans, negotiate contracts, analyze market trends, and report health and

Qualifications

• 5+ years of strategic partnerships and business development in SaaS.
• Proven experience in a Partner/Channel/Alliances role.
• Ability to achieve key revenue targets.
• Experience creating and presenting GTM plans and aligning teams.
• Leveraging cross-functional support to drive accounts.
• Experience with enterprise ERP customers.
• Knowledge of SaaS metrics (ARR, MRR, churn, LTV).

Responsibilities

• Act as the primary quarterback for Apex sales in Construction, Distribution & Manufacturing spaces, including co-selling with partners.
• Develop and execute account plans to reach revenue targets, including forecasting and renewal strategies.
• Collaborate with product, marketing, and customer success to tailor solutions and resolve client challenges.
• Lead contract renewals and expansions with negotiable terms.
• Stay informed on industry trends and client needs to position solutions effectively.
• Provide regular account health and risk updates to leadership using CRM tools.

Skills

Strategic partnerships

Partner management

GTM planning

Cross-functional collaboration

Revenue targets

ERP/ERP SaaS knowledge

CRM tools

Acumatica CRM

Tools

Acumatica CRM

Job 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

As a Strategic Account Manager, you will be responsible for managing and growing relationships with our key enterprise clients. You will act as a trusted advisor, ensuring client satisfaction, driving adoption of our SaaS platform, and identifying opportunities for expansion. This role requires a strategic thinker with strong relationship-building skills, a deep understanding of SaaS solutions, and a proven track record of managing high-value accounts.

Key Responsibilities

• New Business: Act as the primary quarterback, for all Apex sales in Construction,Distribution & Manufacturing space. This may involve co-selling activities with assigned partners.
• Strategic Planning: Develop and execute account plans to achieve revenue targets, including forecasting, pipeline management, and renewal strategies.
• Cross-Functional Collaboration: Work closely with product, marketing, and customer success teams to deliver tailored solutions and resolve client challenges.
• Contract Negotiation: Lead contract renewals, expansions, and negotiations to ensure mutually beneficial agreements.
• Market Insights: Stay informed about industry trends, competitor offerings, and client needs to position our solutions effectively.
• Reporting: Provide regular updates on account health, risks, and opportunities to leadership using CRM tools (e.g., Acumatica CRM).

Qualifications

• 5+ years of strategic partnerships, business development experience in the SaaS industry
• Proven experience and success in a Partner / Channel / Alliances role
• Demonstrable ability to achieve key revenue targets
• Ability to create and present GTM plans; drive internal and external alignment
• Demonstrated capabilities to leverage cross-functional support
• Result orientation and comfort with setting and achieving metrics & outcomes
• Experience working with enterprise clients in the ERP (plus)
• Knowledge of SaaS metrics (e.g., ARR, MRR, churn, LTV) and how they impact account strategy.

Preferred

• Strong networking and relationship-building skills
• Excellent analytical and problem-solving skills
• Strong understanding of cloud requirements in the North American market
• Excellent verbal and written communication skills
• Self-motivated, organized, detail-oriented, and resourceful

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 [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 $100,000-120,000 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.