• Drive outcomes across our most strategic partners • Deliver strong, consistent revenue growth across major partners while maintaining a customer-first approach. • Ensure high customer satisfaction (NPS), low churn (<5%), and strong long-term customer outcomes. • Improve partner productivity and performance above the broader ecosystem. • Lead, coach, and develop a team of 3–6 Major PAMs. • Set a high bar for account management, planning, and execution. • Help each team member grow into a stronger, more strategic operator. • Build and maintain strong relationships with partner executives, including the C-suite. • Drive the annual planning process with each major partner. • Hold both the team and partners accountable for execution. • Raise the quality and consistency of QBRs across the team. • Drive forecast accuracy and pipeline quality across major partners. • Represent the needs of top partners within Acumatica.

Negotiate payments on past due accounts while building rapport with customers. Update records, process payments, and resolve discrepancies efficiently, ensuring compliance with regulations and maintaining high customer satisfaction.

Role Description This is a hunter role, focused on the UK&I mid-market segment. We are looking for a sales professional with extensive prospecting and closing experience for new logos - someone who thrives on opening doors, building pipeline from scratch, and winning new business in a competitive market. - The job is land first. The model is deliberate, not a classical “farmer” approach: - The Account Manager hunts and lands the logo - owning prospecting, qualification, and the close. - The Value Engineer (VE) who is with you from pre-sales, then drives adoption, new use cases, and depth of usage inside the account. - The Account Manager keeps hunting inside the account - mapping and winning new people and stakeholders across the organization. - When the customer is ready to grow, the Account Manager commercializes that growth, converting newly developed relationships and use cases into expansion revenue. - Beyond individual deals, this person is expected to act as a market leader. - UK&I is one of the largest markets for Make, and we want you to steer the strategy for the UK&I mid-market and align the wider go-to-market team around a shared plan to win the segment. Responsibilities - Land New Logos - Own end-to-end new business across the UK&I mid-market: prospect, qualify, and close net-new accounts. - Build and maintain a healthy self-sourced pipeline through proactive outbound and disciplined territory planning. - Run a rigorous commercial cycle with strong qualification, clear next steps, and accurate forecasting. - Expand Within Accounts - After landing, multi-thread across the organization - identify and win new stakeholders, teams, and decision-makers. - Partner with Value Engineers, who drive adoption and surface new use cases, and commercialize growth when the customer is ready. - Position Make as a strategic platform for AI Transformation across operations, revenue, and IT teams - not just a tool. - Lead the Market - Act as the strategic lead for the UK&I mid-market, steering the segment strategy and priorities. - Align and orchestrate the extended team - other AMs, Value Engineers, Partner Account Managers, and BDRs - around a shared plan to win. - Share market intelligence and feed insights back to Product and GTM teams. - Deliver Results - Consistently perform against new business and growth targets. - Bring energy, ownership, and a builder’s mindset to a fast-moving, high-intensity environment. Qualifications - 5+ years of B2B SaaS sales experience, with a track record of either developing a new market or focusing heavily on winning new logos. - Proven prospecting and closing ability - you build a pipeline and win net-new business, not just manage an existing book. - Strong command of MEDDIC (or a similar sales methodology) and disciplined qualification, forecasting, and deal execution. - Comfortable navigating complex accounts and multiple stakeholders. - Fluent in English. - Strong understanding of UK&I business culture and buying processes. - Knows and thrives in a high-intensity, startup-type atmosphere. - Ownership-driven and autonomous (London hub, remote market). - Curious and solution-oriented, with genuine interest in automation and AI. - Strong communicator with a customer-first mindset. - Heavy user of AI tools, able to understand and position technical workflows and automation use cases. Requirements - 5+ years of B2B SaaS sales experience. - Proven prospecting and closing ability. - Strong command of MEDDIC or similar sales methodology. - Fluent in English. - Strong understanding of UK&I business culture and buying processes. Benefits - Competitive compensation and benefits packages, including performance-based incentives, equity (restricted stock units from one of the fastest-growing tech companies), health, dental, vision insurance, and more. - A dynamic, high-growth environment with the flexibility to innovate and make an impact. - Opportunity to define and execute Make’s ecosystem strategy from the ground up. - Collaboration with a world-class team at the intersection of automation, AI, and no-code innovation.

• Identify, evaluate, and prioritize strategic partners across cloud, data collaboration, and AI ecosystems • Optimize time-to-value • Build and manage a pipeline of partnership opportunities aligned to company priorities • Develop informed perspectives on ecosystem trends and strategic positioning • Establish and maintain working relationships with key partners • Track progress, manage dependencies, and escalate risks as needed • Ensure initiatives move forward and reach completion