Business Development Executive - Cloud ERP

Pinnacle is recruiting for two Business Development Executives to join our growing Acumatica sales team.

As a Business Development Executive within the New Customer Acquisition (NCA) Acumatica team, your primary responsibility is to drive new business sales for Acumatica The Cloud ERP, helping organisations streamline their operations through modern, cloud-based ERP solutions. You will be responsible for identifying, engaging, and converting prospects into long-term customers through a structured, consultative sales approach.

You are a self-driven, results-oriented sales professional with a deep understanding of ERP solutions, strong communication skills, and a passion for building lasting client relationships.

Key Responsibilities

Go-To-Market (GTM) & Lead Generation

• Assist in all GTM activities to successfully position and sell Acumatica ERP.
• Follow up on and nurture campaign-generated leads from various sources.
• Conduct proactive outreach to generate new opportunities through targeted prospecting and engagement.
• Monitor, measure, and analyse the performance of lead generation efforts, ensuring continuous optimisation.
• Maintain a healthy sales pipeline and consistently achieve lead-generation targets.

Consultative Selling & Sales Execution

• Develop a deep understanding of customer challenges, pain points, and business objectives.
• Conduct thorough needs assessments to identify where Acumatica ERP delivers the most value.
• Deliver engaging product demonstrations and tailored proposals in collaboration with the Pre-Sales team.
• Engage with key stakeholders across finance, operations, and IT to navigate complex sales cycles.
• Utilise a consultative approach, positioning Acumatica as the best-fit solution through strategic questioning and solution alignment.
• Negotiate terms, pricing, and contracts to reach mutually beneficial agreements.
• Own the sales process from start to finish, ensuring a seamless transition from opportunity creation to deal closure.

Sales Performance & Pipeline Management

• Track and report against key sales metrics, including pipeline progression, conversion rates, and revenue targets.
• Maintain accurate records of all activities and interactions in the Pinnacle CRM system.
• Achieve and exceed set sales targets while adhering to Pinnacle’s Sales Engagement Benchmarks.
• Ensure all sales documentation, SSA/ISO compliance, and key signatory approvals are completed for each deal.

Market & Product Knowledge

• Stay up to date on Acumatica’s latest features, capabilities, and roadmap developments.
• Continuously refine sales strategies based on industry trends, competitor analysis, and customer feedback.
• Develop expertise in the Acumatica ecosystem, understanding its integrations, partner network, and unique value propositions.

Customer Relationship & Handover

• Manage and nurture new customer relationships until first renewal, ensuring a smooth transition.
• Facilitate the handover to the Customer Account Management (CAM) team, ensuring ongoing customer success.
• Work closely with the Customer Success Leader, Professional Services and Support teams to ensure a smooth onboarding experience for new customers.

• Proven experience in ERP sales, SaaS, or cloud-based business applications.
• A consultative, customer-first sales approach, with the ability to engage at all levels of an organisation.
• Strong pipeline management skills and a track record of meeting/exceeding sales targets
• Exceptional communication, negotiation, and presentation skills.
• The ability to travel to events, internal meetings and customer sites