Head of PUDO Growth & Adoption

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Join a team of passionate thinkers, innovators, and dreamers — and help us connect people and build communities to create economic opportunity for all.

eBay is a global marketplace connecting millions of buyers and sellers across more than 190 markets. People come to eBay to discover unique and pre-loved goods, pursue their interests, and grow businesses. Our purpose is to connect people and build communities to create economic opportunity for all.

About the team and the role

PUDO (pick-up and drop-off) is a strategic initiative to build a materially lower-cost shipping proposition for eBay and Depop. The opportunity depends not only on building a lower-cost logistics network, but on changing customer behavior and concentrating enough marketplace volume in the right places to make that network economically productive.

This role leads the growth, adoption & volume Strategy across the PUDO business. The person will own the demand thesis: which customers, sellers, inventory, and markets we should target; what proposition will drive trial and repeat use; where we should concentrate volume; and how much productive demand is required by market as the network scales.

The role will drive the market-level customer and adoption work across eBay and Depop and work closely with Product, Managed Shipping, Economics, Analytics, Marketing, Network and Operations to translate that demand strategy into execution.

What you will accomplish

• Develop the growth and volume strategy for PUDO capabilities that support Depop expansion and broader marketplace adoption
• Build and continuously refine a quantitative demand thesis by market, customer segment, category, ASP and use case
• Determine which sellers, buyers and inventory should be targeted first and where demand should be geographically concentrated to create both customer value and productive network volume
• Define market-level adoption and volume plans, including trial, successful first use, repeat usage and sustained adoption
• Develop the customer proposition and business requirements needed to change behavior, including eligibility, activation, pricing/promotion requirements, discovery and checkout treatment, and customer communications
• Partner with Analytics and Economics to design experiments that determine which interventions create incremental conversion, frequency and GMV rather than simply shifting existing shipments into PUDO
• Translate the demand plan into clear requirements for Product, Managed Shipping, Marketing, Network and Operations, and make trade-off recommendations when those functions cannot support the required proposition
• Use market and customer evidence to determine where to accelerate, change the proposition, narrow targeting, or stop investing in ineffective adoption tactics
• Lead market-level Customer & Adoption owners and ensure learning moves rapidly across eBay, Depop and markets rather than remaining isolated within individual launches

What you will bring

• Demonstrated experience owning a growth, demand, marketplace or customer-adoption strategy with measurable business outcomes
• Strong quantitative judgment and the ability to personally interrogate customer and marketplace data, form hypotheses, define experiments and translate results into business decisions. SQL or equivalent analytical capability is preferred
• Experience using segmentation, experimentation, pricing or promotional levers, product interventions and GTM tactics to change customer behavior
• Ability to distinguish gross adoption from incremental behavior — including substitution versus incremental transactions, trial versus repeat use, and promotional lift versus durable adoption
• Strong marketplace and customer instincts, with the ability to connect customer behavior to commercial economics and operational constraints
• Demonstrated ability to influence senior Product, Engineering, Marketing, Analytics, Finance and Operations partners without direct authority and drive decisions when functional objectives conflict
• Ability to move comfortably between strategy and execution: develop the demand thesis, identify the highest-leverage intervention, test it, evaluate the evidence and change course when the evidence does not support the hypothesis
• Experience leading teams in complex, fast-moving environments. Marketplace, C2C, consumer technology, logistics or network businesses are particularly relevant
• Bachelor’s degree or equivalent practical experience

How we will measure success

Success means we have a clear quantitative view of where PUDO demand should come from, can demonstrate which interventions change customer behavior, are concentrating sufficient productive volume in priority markets, and are converting trial into repeat usage.

Ultimately, the role succeeds when lower-cost shipping drives incremental marketplace activity — not simply higher PUDO adoption.

Additional Details

The base pay range for this position is expected in the range below:

$135,200 - $219,500

Base pay offered may vary depending on multiple individualized factors, including location, skills, and experience. The total compensation package for this position may also include other elements, including a target bonus and restricted stock units (as applicable) in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as PTO and parental leave). Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employees will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Remote roles are not eligible for U.S. visa sponsorship.

eBay is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, veteran status, and disability, or other legally protected status. If you have a need that requires accommodation, please contact us at talent@ebay.com. We will make every effort to respond to your request for accommodation as soon as possible. View our accessibility statement to learn more about eBay's commitment to ensuring digital accessibility for people with disabilities. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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