Senior Sales Productivity Manager

We are seeking a Senior Sales Productivity Manager to help accelerate partner growth and modernize sales execution across Acumatica’s Value-Added Reseller (VAR) ecosystem.

This role will work directly with partner sales teams, sales leaders, and internal stakeholders to improve sales productivity, pipeline velocity, and win rates through a combination of AI-driven sales automation, sales coaching, and scalable enablement programs.

The ideal candidate understands modern B2B sales processes and is highly fluent in practical AI applications including AI-assisted selling, prompt engineering, workflow automation, custom GPTs, sales playbooks, and conversational intelligence platforms.

This individual will play a key role in helping partners adopt AI-enabled selling practices while improving overall sales execution across the ecosystem.

Primary Responsibilities & Estimated % of Time Spent

Sales Automation & Partner Adoption (30%)

• Support the rollout and adoption of AI-powered sales automation solutions across Acumatica’s partner ecosystem.
• Work directly with partner sellers and sales leaders to improve sales execution, pipeline progression, and win rates.
• Help design and refine AI-assisted workflows including: discovery preparation, qualification frameworks, sales playbooks, proposal generation, follow-up automation, customer-facing deal rooms.
• Gather partner feedback and translate insights into product and workflow improvements.
• Drive AI fluency and practical adoption across partner organizations.

Sales Coaching & Enablement (25%)

• Conduct sales workshops, coaching sessions, and enablement programs for both existing and newly recruited partner sales teams.
• Coach partner sellers on discovery, value selling, competitive positioning, pricing, sizing, licensing, qualification, demo strategy, and pipeline management.
• Improve consistency, discipline, and quality across partner-led sales motions.
• Support high-potential partners through targeted interventions, structured coaching, and guided improvement plans.
• Help newly recruited partners ramp more effectively by supporting onboarding enablement, certification readiness, and early sales execution best practices.

AcuMastery & Program Development (20%)

• Create and manage scalable enablement content and learning programs for the partner ecosystem.
• Develop AI sales training, seller playbooks, pricing, sizing, and licensing guidance, sales process frameworks, micro-learning content, and role-based learning paths.
• Support the planning, delivery, adoption, and ongoing performance management of enablement programs including AcuMastery.
• Track and measure program effectiveness through engagement, adoption, certification, and sales productivity metrics.
• Help evolve existing programs into a modern AI-enabled productivity and enablement framework.

Partner Diagnostics & Productivity Consulting (15%)

• Assess partner sales process maturity, operational gaps, and workflow inefficiencies.
• Analyze funnel performance including: MQL → SQL, opportunity progression, sales velocity, win rates, pipeline hygiene
• Deliver actionable recommendations to improve seller productivity and execution.
• Help partners implement repeatable sales motions and operational best practices.

Community Building & Thought Leadership (10%)

• Facilitate peer learning and best-practice sharing across the partner ecosystem.
• Represent Acumatica at partner events, workshops, and enablement sessions.
• Help position Acumatica as a leader in AI-enabled partner productivity and modern sales execution.

• BA/BS in Business, Marketing, Sales, or related field preferred.
• 10+ years of experience in B2B SaaS, ERP, or channel-driven ecosystems.
• Experience conducting sales coaching, enablement, or productivity programs.
• Experience working directly with sales teams to improve execution, conversion rates, and sales effectiveness.
• Strong understanding of modern sales methodologies and pipeline management.
• Prior experience selling or supporting Acumatica ERP (is a bonus).
• Experience within VAR/channel ecosystems.
• Experience with AI sales tools, conversational intelligence platforms, or workflow automation systems.
• Strong understanding of modern B2B sales processes and funnel management.
• Familiarity with: AI workflows, prompt engineering, custom GPTs, conversational AI, sales automation, CRM workflows, enablement platforms.
• Understanding of sales productivity metrics including: win rate, velocity, stage conversion, pipeline hygiene, seller adoption.
• Strong executive communication and presentation skills.
• Ability to coach and influence both frontline sellers and leadership teams.
• Ability to simplify complex AI concepts into practical business applications.
• Strong workshop facilitation and training capabilities.
• Strong relationship-building skills within partner ecosystems.
• Comfortable operating in highly cross-functional environments.
• Ability to blend strategy with hands-on execution.
• Ability to drive behavior change and workflow adoption.
• Ability to create scalable frameworks and repeatable sales motions.
• Ability to translate AI capabilities into measurable business outcomes.
• Strong analytical mindset with ability to connect activity to revenue impact.

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 HR@acumatica.com. 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 $140,000-$155,000 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.