Director of VAR GTM & Enablement

Role Overview

The Director of VAR GTM & Enablement will build a scalable payments channel within Acumatica’s established SMB and lower-middle-market VAR ecosystem. 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.

What You Will Do

The Director will drive VAR activation and payment volume, build joint GTM with strategic VARs, and create a repeatable VAR enablement strategy. They will also optimize partner economics and the program, diagnose and remove adoption barriers, and represent the payments program.

Why It Might Be a Fit

The ideal candidate will have 8+ years of experience in channel, partnerships, indirect sales, partner GTM, partner enablement, or related roles, with deep ERP and channel expertise. They will have demonstrated experience working with ERP VARs, resellers, dealers, or implementation partners, and a strong understanding of VAR business models and B2B payments mechanics and economics.

Requirements

• 8+ years in channel, partnerships, indirect sales, partner GTM, partner enablement, or related roles
• Deep ERP and channel expertise
• Demonstrated experience working with ERP VARs, resellers, dealers, or implementation partners
• Strong understanding of VAR business models and B2B payments mechanics and economics

Benefits

• Annual bonus
• Sales incentives based on revenue or utilization
• 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