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Whatnot · 1 day ago

Director, Key Accounts

San Francisco, CA

Full-time

Hybrid

Director/Executive

$260K/yr - $295K/yr

10+ years exp

Whatnot is the largest live shopping platform in North America and Europe, redefining e-commerce by blending community, shopping, and entertainment. The Director of Key Accounts will lead the strategy and execution for Whatnot’s most influential seller partnerships, focusing on strategic growth and collaboration with cross-functional teams to enhance seller and buyer experiences.

CollectiblesE-CommerceInformation TechnologyMarketplaceTrading Platform

Growth Opportunities

Responsibilities

Own the strategic growth of top sellers. Develop and execute annual and multi-year account plans aligned with seller and company objectives keeping Whatnot business priorities top of mind

Build deep, trusted partnerships. Serve as an executive advisor to sellers — understanding their businesses, identifying growth levers, and delivering clear, data-driven recommendations. Ensure all partners are adopting best in class business practices and are able to grow sustainably

Drive strategic alignment. Partner with Category Leads, Product, Marketing, and Operations to translate seller insights and market trends into actionable cross-functional initiatives

Champion seller needs internally. Influence cross functional teams roadmaps through grounded feedback and commercial analysis, ensuring sellers’ voices are represented in company priorities

Lead through execution. Manage the full lifecycle of partner engagement — from pitching and negotiating agreements in lock step with your Category Lead to delivering on joint growth plans and resolving complex issues

Collaborate with executives. Communicate performance, opportunities, and risks to leadership with clarity and conviction

Share best-in-class partnerships management strategies: Support other Strategic Partner Managers through ongoing share outs and insights to scale organizational impact across strategic seller portfolios

Qualification

Partnership managementBusiness developmentAccount managementStrategic initiativesSalesforceData-driven mindsetExecutive presenceNegotiation skillsRelationship-buildingAdaptability

Required

10+ Years Of Experience In Partnerships, Business Development, Account Management, Or Management Consulting — Ideally Within Ecommerce, Creator Platforms, Or Marketplaces

Strong executive presence, adaptability, and comfort operating in an environment of rapid growth and ambiguity

Proven ability to assess business levers, model growth scenarios, and communicate commercial narratives to C-level audiences

Deep relationship-building, negotiation, navigating conflict and influencing skills across all levels of management

Experience leading strategic initiatives cross-functionally, from vision through execution

Fluency in Salesforce, Gong, Sigma, and other analytical tools

Data-driven mindset with the ability to dive deep into seller performance, identify insights, and translate them into actionable and revenue driving strategies

A high-ownership, low-ego attitude — excitement to roll up your sleeves and build alongside the team