Whatnot
Director, Key Accounts
Whatnot is the largest live shopping platform in North America and Europe. We’re re‑defining e‑commerce by blending community, shopping, and entertainment into a dynamic marketplace. As a remote co‑located team, we’re inspired by innovation and anchored in our values.
Role The Strategic Partnerships team builds deep, long‑term relationships with Whatnot sellers—guiding them to scale efficiently, elevate buyer experience, and innovate on the platform. This role sits at the intersection of partnership management, category strategy, and go‑to‑market execution. You’ll partner closely with your Category Lead, Marketing, Trust & Safety, and Product teams to translate seller insights into action and ensure exceptional results for sellers and buyers.
Responsibilities
Own the strategic growth of top sellers. Develop and execute annual and multi‑year account plans aligned with seller and company objectives.
Build deep, trusted partnerships. Serve as an executive advisor to sellers, identifying growth levers and delivering clear, data‑driven recommendations.
Drive strategic alignment. Translate seller insights and market trends into actionable cross‑functional initiatives.
Champion seller needs internally. Influence cross‑functional roadmaps through grounded feedback and commercial analysis.
Lead through execution. Manage the full lifecycle of partner engagement—from pitching and negotiating agreements 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 partnership management strategies. Support other Strategic Partner Managers through insights to scale organizational impact across strategic seller portfolios.
Qualifications
10+ years of experience in partnerships, business development, account management, or consulting (ideally in e‑commerce, creator platforms, or marketplaces).
Strong executive presence, adaptability, and the ability to thrive in 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, conflict resolution, and influencing skills across all levels of management.
Experience leading cross‑functional strategic initiatives from vision through execution.
Fluency in Salesforce, Gong, Sigma, and other analytical tools.
Data‑driven mindset with the ability to dive deeply into seller performance, uncover insights, and translate them into revenue‑driving strategies.
A high‑ownership, low‑ego attitude—eager to roll up sleeves and build alongside the team.
Nice to Have
Experience as a creator, seller, or entrepreneur.
Passion for live commerce, creator ecosystems, and Whatnot’s core verticals (sports, collectibles, fashion).
Experience navigating online marketplaces and understanding supply‑demand dynamics.
Benefits
Generous holiday and time‑off policy
Health insurance options (medical, dental, vision)
Work‑from‑home support: home office setup allowance and monthly allowance for cell phone and internet
Care benefits: monthly allowance for wellness, annual allowance toward childcare, and lifetime benefit for family planning (adoption or fertility expenses)
Retirement: 401k with employer match up to 4% of base salary (US) and pension plans internationally
Monthly allowance to “dogfood” the app and a culture expectation to use Whatnot as both buyer and seller for product understanding
Parental leave: 16 weeks of paid leave plus one‑month gradual return to work (company allowances run concurrently with country leave requirements)
EOE Whatnot is proud to be an Equal Opportunity Employer. We value diversity and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, parental status, disability status, or any other status protected by local law.
Base Pay Range $260,000.00/yr – $295,000.00/yr
Location & Travel This role must live within commuting distance of our San Francisco or New York City hubs. You may work from home or from one of our global office hubs.
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Role The Strategic Partnerships team builds deep, long‑term relationships with Whatnot sellers—guiding them to scale efficiently, elevate buyer experience, and innovate on the platform. This role sits at the intersection of partnership management, category strategy, and go‑to‑market execution. You’ll partner closely with your Category Lead, Marketing, Trust & Safety, and Product teams to translate seller insights into action and ensure exceptional results for sellers and buyers.
Responsibilities
Own the strategic growth of top sellers. Develop and execute annual and multi‑year account plans aligned with seller and company objectives.
Build deep, trusted partnerships. Serve as an executive advisor to sellers, identifying growth levers and delivering clear, data‑driven recommendations.
Drive strategic alignment. Translate seller insights and market trends into actionable cross‑functional initiatives.
Champion seller needs internally. Influence cross‑functional roadmaps through grounded feedback and commercial analysis.
Lead through execution. Manage the full lifecycle of partner engagement—from pitching and negotiating agreements 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 partnership management strategies. Support other Strategic Partner Managers through insights to scale organizational impact across strategic seller portfolios.
Qualifications
10+ years of experience in partnerships, business development, account management, or consulting (ideally in e‑commerce, creator platforms, or marketplaces).
Strong executive presence, adaptability, and the ability to thrive in 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, conflict resolution, and influencing skills across all levels of management.
Experience leading cross‑functional strategic initiatives from vision through execution.
Fluency in Salesforce, Gong, Sigma, and other analytical tools.
Data‑driven mindset with the ability to dive deeply into seller performance, uncover insights, and translate them into revenue‑driving strategies.
A high‑ownership, low‑ego attitude—eager to roll up sleeves and build alongside the team.
Nice to Have
Experience as a creator, seller, or entrepreneur.
Passion for live commerce, creator ecosystems, and Whatnot’s core verticals (sports, collectibles, fashion).
Experience navigating online marketplaces and understanding supply‑demand dynamics.
Benefits
Generous holiday and time‑off policy
Health insurance options (medical, dental, vision)
Work‑from‑home support: home office setup allowance and monthly allowance for cell phone and internet
Care benefits: monthly allowance for wellness, annual allowance toward childcare, and lifetime benefit for family planning (adoption or fertility expenses)
Retirement: 401k with employer match up to 4% of base salary (US) and pension plans internationally
Monthly allowance to “dogfood” the app and a culture expectation to use Whatnot as both buyer and seller for product understanding
Parental leave: 16 weeks of paid leave plus one‑month gradual return to work (company allowances run concurrently with country leave requirements)
EOE Whatnot is proud to be an Equal Opportunity Employer. We value diversity and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, parental status, disability status, or any other status protected by local law.
Base Pay Range $260,000.00/yr – $295,000.00/yr
Location & Travel This role must live within commuting distance of our San Francisco or New York City hubs. You may work from home or from one of our global office hubs.
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