Director, Buyer Account Management

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Buyer Account Management based in the United States.

The Director, Buyer Account Management will lead strategic B2B buyer development and drive revenue growth within a large-scale re-commerce marketplace. This role combines ownership of high-value buyer relationships with direct leadership and development of a team of Buyer Account Managers. You will be responsible for expanding strategic accounts, acquiring major buyers, and increasing gross merchandise value (GMV) through effective sales strategies. Leveraging AI-powered tools and automation, you will optimize prospecting, account research, pipeline management, and team productivity. Working cross-functionally with sales, operations, logistics, and customer-facing teams, you will ensure an exceptional buyer experience and consistent commercial execution. This is an opportunity to shape sales strategy, develop future leaders, and contribute to the growth of a business supporting the circular economy.

Accountabilities

As Director, Buyer Account Management, you will oversee buyer acquisition, account development, revenue performance, and team leadership. Your responsibilities will include:

• Identify and acquire high-value B2B buyers through targeted prospecting, cold outreach, trade shows, inbound marketing follow-up, and professional networks.

• Develop AI-enabled prospecting and account research workflows to identify, qualify, and prioritize promising buyers at scale.

• Build relationships with senior decision-makers, including C-level and VP-level contacts, while coaching team members on effective prospecting and account targeting.

• Identify opportunities to expand seller relationships and increase available inventory.

• Maintain accurate Salesforce records, pipeline visibility, and consistent reporting practices across the team.

• Present and sell the full value of the platform's solutions to prospective and existing high-value buyers.

• Lead sales discovery, negotiations, and relationship management while coaching direct reports to improve their commercial effectiveness.

• Collaborate with Account Management, Client Operations, Customer Service, Logistics, and other teams to facilitate transactions and resolve buyer challenges.

• Manage complex escalations involving programs, inventory availability, shipping, and operational constraints.

• Achieve quarterly individual and team GMV and sales targets through effective pipeline management and consistent execution.

• Develop and expand a portfolio of strategic buyers generating more than $500,000 in annual purchases.

• Drive increased transaction volumes, purchase frequency, buyer retention, and overall account value.

• Implement AI-driven automation within Salesforce and buyer data platforms to improve forecasting, identify expansion opportunities, and personalize buyer recommendations.

• Directly manage and develop Buyer Account Managers by establishing clear responsibilities, measurable objectives, and performance expectations.

• Conduct regular one-on-one meetings, team discussions, pipeline reviews, and performance check-ins, providing constructive feedback and coaching.

• Evaluate employee performance, identify development needs, and implement improvement plans when necessary.

• Create and maintain Individual Development Plans aligned with employees' strengths, career aspirations, and business priorities.

• Provide stretch assignments, mentoring, training, and cross-functional development opportunities to strengthen commercial and leadership capabilities.

• Oversee onboarding and ramp-up for new team members while reinforcing effective sales practices, CRM discipline, and AI-enabled workflows.

• Build an inclusive, collaborative, and accountable team culture that encourages ownership, continuous learning, and professional growth.

• Identify high-potential employees and develop succession plans to prepare future leaders.

• Translate leadership priorities into actionable team plans, communicate progress and risks, and take accountability for overall team performance.

Requirements

The ideal candidate is an accomplished B2B sales leader with extensive experience managing enterprise transactions, developing strategic buyer relationships, and leading high-performing commercial teams. You should combine strong business judgment with hands-on coaching capabilities and a proven ability to leverage AI to improve sales productivity. Key qualifications include:

• At least 8 years of experience in quota-carrying enterprise B2B sales, with a demonstrated history of consistently exceeding targets.

• Experience with marketplace business models, buyer account management, and re-commerce sales.

• Proven ability to develop and execute strategic and tactical account plans and translate business objectives into measurable team goals.

• Established professional network of C-level and VP-level buyer contacts.

• Hands-on experience building AI automations or agentic workflows for prospect research, outreach, pipeline analysis, and sales productivity.

• Ability to introduce AI tools and automation practices across a team and coach colleagues on their effective adoption.

• Strong leadership, people management, coaching, and employee development capabilities.

• Excellent judgment, creativity, conflict resolution, and ability to navigate difficult conversations and complex cross-functional challenges.

• Outstanding written and verbal communication, prioritization, and collaboration skills.

• Proficiency in Microsoft Office, Salesforce, and other CRM platforms.

• Bachelor's degree in Business, Marketing, Entrepreneurship, or a related field.

• Ability and willingness to travel up to 25% of the time.

• Authorization to work in the United States.

Preferred Qualifications:

• Familiarity with structured employee development practices, competency frameworks, Individual Development Plans, and career progression tools.

• Knowledge of eCommerce, supply chain, ERP, or logistics software solutions.

• Experience in SaaS sales or working in a dynamic, start-up-like environment.

• Experience building custom AI assistants, projects, or agents using platforms such as Claude, ChatGPT, or Grok to support buyer workflows and team coaching.

• Demonstrated experience directly managing sales or account management teams and delivering measurable improvements in commercial performance.

• Proven ability to evaluate employee performance, develop talent, and build a strong leadership pipeline.

Benefits

• Salary: $150,000–$180,000 USD annually, depending on experience, education, skills, market conditions, and internal equity.

• Competitive compensation packages, including performance-based bonuses and equity options.

• Medical, dental, and vision insurance.

• Paid time off.

• Telecommuting opportunities.

• 401(k) retirement plan with employer matching.

• Support for continuing education and professional development.

• Team offsites, social events, and extracurricular activities.

• Collaborative and engaging team environment, with regular opportunities to connect with colleagues.

• Opportunity to contribute to a growing B2B marketplace supporting resale, reuse, and the circular economy.