VP, Business Development

Acumatica; United States; Remote; USD 150,000 - 180,000; Full time

Job summary

Acumatica seeks a VP of Business Development to lead its ISV ecosystem, driving strategy, growth, and commercial outcomes. You will build and manage a team of professionals identifying, enabling, and co-selling with strategic ISV partners who extend the Acumatica platform.

Your role as the executive sponsor will align ISV initiatives with industry GTM motions and new customer acquisition. You will partner with Sales, Marketing, Product, and VAR teams to deliver measurable partner-led

Qualifications

• Experience leading ERP/ISV partnerships.
• Proven track record driving revenue through partners.
• Strong communication with internal and external stakeholders.
• Willingness to travel 20% as required.

Responsibilities

• Own and execute GTM strategy and revenue targets for the ISV ecosystem.
• Recruit, enable, and manage strategic ISVs and co-sell with Acumatica.
• Lead cross-functional collaboration with Sales, Marketing, Product, and VAR teams.
• Establish KPI frameworks, joint business plans, and revenue reporting across ISV tiers.
• Travel domestically and internationally up to 20%.

Skills

Strategic leadership

Partner management

GTM strategy

Executive communication

Negotiation

Job description

Company 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 .

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