VP, Business Development

Acumatica; Bellevue (WA); On-site; USD 200,000 - 320,000; Full time

Benefits offered by this job

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Job summary

Acumatica is a cloud ERP innovator driving growth for SMBs worldwide. We champion collaborative culture, work/life balance, and freakishly friendly customer service.

This role leads the ISV ecosystem strategy and cross-functional execution to extend Acumatica’s platform and accelerate net-new customer acquisition. The VP of Business Development will recruit, enable, and co-sell with strategic ISVs, shaping integration approaches that support Industry GTM motions while managing a global partner

Qualifications

• Track record of driving growth in ERP or similar software ecosystems.
• Strong analytical and problem-solving abilities.
• Excellent verbal and written communication with diverse stakeholders.
• Proven leadership and team-building experience.

Responsibilities

• Own and execute GTM strategy and revenue targets for ISV ecosystem.
• Recruit and enable strategic ISVs and co-sell with partners.
• Partner with Sales, Marketing, Product, and VAR teams to drive opportunities.
• Establish KPI frameworks and revenue reporting for ISV initiatives.

Skills

Results oriented

Execution obsessed

Analytical skills

Communication skills

Negotiation skills

Partner management

Leadership

Strategic thinking

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. 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 July 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.

Acumatica is a company on a mission. We are a leading innovator in cloud ERP (Enterprise Resource Planning) solutions with growing businesses worldwide. 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 July 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

Reporting to the SVP of Partner Strategy and Programs, the VP of Business Development will lead the strategy, growth, and commercial outcomes of Acumatica's Independent Software Vendor (ISV) ecosystem. You will lead a team of domain professionals responsible for identifying, recruiting, enabling, and co-selling with strategic ISV partners whose solutions extend the power of the Acumatica platform. You will serve as the executive champion for our ISV network, driving integration strategies that directly support Acumatica's Industry Go-To-Market (GTM) motions and fuel net-new customer acquisition.

Key responsibilities include:

• Own and execute the end-to-end GTM strategy, revenue targets, and expansion roadmap for Acumatica's ISV partner ecosystem. Deliver quantifiable results:
• Strategic ISV recruiting and ecosystem development
• Quantifiable partner-influenced opportunities
• strategic ownership of FbA (Fulfilled by Acumatica) program
• Solution completeness and thought leadership
• Lead, develop, and scale a team responsible for ecosystem growth and individual partner plans.
  • Partner with internal Sales and VAR channel teams to drive net-new opportunities and increase total joint customer ACV.
  • Set up programs and execution plans for each of these ecosystems.
  • Partner closely with related internal teams (e.g. Marketing, Partner Programs, Partner Management, Product, and the VAR/partner community) to drive successful execution of the plans.
  • Identify, negotiate, and onboard strategic ISVs that fill key product capability gaps, unlock new vertical markets, and complement Acumatica's industry solutions. Serve as the executive sponsor for strategic ISV relationships and represent Acumatica at key industry, technology, and partner events. Establish clear KPI frameworks, joint business plans, and revenue reporting across all ISV tiers and strategic integration initiatives. Maintain and cultivate a strong partnership with Product Management and our Product Strategy to recruit and develop partners who are mission critical to our Industry GTM motions.
  • 20% travel domestically and internationally.

Qualifications

Who you are:

• Results-oriented, execution-obsessed.
• You love the doing and the process but you are all about results.
• You have excellent analytical and problem solving abilities, including the ability to effectively prioritize and execute activities in a high-pressure just in time environment.
• You adhere to and analyze standards and procedures for workflow and change management.
• You are willing to challenge the status quo.
• Communicator. You have outstanding verbal and written communication skills with domestic and international customers, both external and internal.
• Great with Partners. You have an ability to establish great rapport with people, and you have a track record working with partners.
• You work successfully alongside external and internal constituents who are technical and non-technical when executing your daily responsibilities and contributing to cross-functional projects of broad scope.
• Experienced. Proven strong leadership skills as a business development leader within an ERP company or a quota-carrying sales executive within a complex professional services firm, such as a corporate law practice, capital firm or a major division of a business consulting organization serving the mid-market.
• Demonstrated track record of building successful business functions within SMB/LMM ERP with special focus on manufacturing, distribution and/or construction.
• Proven and verifiable history of driving year over year growth to meet benchmarks and company goals.
• Prior experience in building programs and a demonstrated track record for scaling new programs.
• Strong negotiation skills.
• Keen interpersonal and customer relations skills. A Recruiter, a partner, an enabler.
• Acumatica hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

Additional Information

Acumatica is an Affirmitive Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard