Director of VAR GTM & Enablement

We are hiring a Director of VAR GTM & Enablement to build a scalable payments channel within Acumatica’s established SMB and lower-middle-market VAR ecosystem. With a live, proven product, you will create a repeatable GTM operating model that changes partner behavior and converts VAR relationships into measurable payments pipeline, activated merchants, payment volume, and revenue. As a senior individual contributor, you will work across Partner Programs, Payments, Sales, Product, and Marketing to educate and evangelize the Payments opportunity and also identify and remove barriers to VAR payments adoption and selling at scale. 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. This is a cross-functional role working closely with the Payments GM (products), Payments partner sales teams, Operations for metrics and program management, Partner recruitment and enablement, as well as Partner Account Management (sales), and Customer Success. What You Will Own Drive VAR Activation and Payment Volume • Own the payments adoption funnel across the North American Acumatica VAR base — from awareness and certification through first transaction, repeat usage, and scaled payment volume. • Segment VARs by potential, readiness, economics, and adoption behavior. Build differentiated activation strategies for each segment that increase payments productivity and customer attach rate. • Define the partner-level metrics, reporting, and operating cadence, focused on payment volume and resulting partner-sourced payments revenue. This is the north star. Build Joint GTM with Strategic VARs • Build and execute joint business plans with priority VARs, including shared objectives, pipeline development, activation targets, forecasts, and quarterly business reviews. • Work directly with VAR executives and sales leaders to understand their Acumatica practice economics, services revenue, seller incentives, and customer priorities. • Develop repeatable plays that help VAR sellers position, sell, deploy, and expand payments within their existing Acumatica customer base. • Establish a disciplined operating cadence for pipeline, partner performance, forecasts, and business reviews. • Translate successful partner motions into repeatable plays that can scale beyond individual strategic relationships. Build and Scale VAR Enablement • Design a VAR enablement strategy specific to the Acumatica ecosystem: product knowledge, payments economics, positioning against incumbent payment providers, objection handling, and sales execution. • Build certification programs tied to measurable partner activation and program-tier objectives measuring success through behavioral and commercial outcomes — not checkbox training. • Create sales tools purpose-built for Acumatica VAR sellers: battlecards, ROI tools, competitive positioning, talk tracks, use cases, and demo environments. • Design enablement that reaches hundreds of VARs without requiring high-touch support for every partner. Optimize Partner Economics and the Program • Evolve the payments partner program, including tiering, incentives, MDF, deal registration, certification, and partner benefits, with a clear focus on driving partner behavior and payment economics. • Set program requirements and benefits that reward behaviors that drive payment volume: active selling, first transactions, and scaled usage. • Use partner performance data and market feedback to continuously improve partner economics  and define a program evolution roadmap as the channel matures. Diagnose and Remove Adoption Barriers • Identify root causes of partner underperformance: technical friction, sales capability gaps, compensat