Director, Account Management

GOAT Group•Los Angeles, CA

About The Position

At GOAT Group, the Business Development team is central to the strategic growth of our company. Composed of individual teams that handle Strategy, New Business Initiatives, Partnerships and Account Management, the department leads a global supply-focused initiative that works with brand partners, retailers and power sellers to secure new inventory and widen exposure for GOAT Group. As our company continues to expand both at home and abroad, you will play an integral part in this exciting next chapter. Your mandate is threefold: grow GMW and supply health from the existing seller base, build the programs and systems that make your team more effective at scale, and develop a team that thinks and operates like supply growth operators - not relationship managers. You are maximizing the value of what we already have and building the infrastructure - programs, AI tooling, regional intelligence, accountability structures that makes growth systematic rather than relationship-dependent.

Requirements

8-12 years of experience in account management, marketplace operations, or seller/partner management — with demonstrated supply or GMV growth outcomes, not just relationship tenure
3-5 years of people leadership experience, including direct management of managers
Proven track record designing and running programs that changed seller or partner behavior at scale — incentive structures, commission programs, or retention campaigns with measurable results
Demonstrated experience using AI or automation tools in a commercial or operational setting — not theoretical interest, but shipped solutions with specific outcomes
Data-driven operator who translates weekly supply and performance data into team priorities and account actions without needing the data built for them
Strong regional and market awareness — experience building structured feedback loops from field teams into commercial strategy
Passionate people leader who builds accountability structures, develops commercial talent, and holds teams to outcomes over activity

Nice To Haves

Two-sided marketplace, resale, or supply-constrained platform experience strongly preferred
Existing seller or industry network is a plus, but not required — this role grows supply through programs, data, and accountability, not a personal contact list

Responsibilities

Own GMV growth and supply health across GOAT's global secondary seller base — footwear, apparel, and collectibles — ensuring the right supply is on the platform at the right time
Take weekly supply health data and translate it into a clear, prioritized action plan for the account management team — driving account-level decisions, not just reporting on them
Design and run programs across the AM organization that drive supply growth — including incentive structures, commission programs, and listing campaigns — with end-to-end ownership from ideation through measurement
Lead AI implementation for the AM function: identify workflows that can be automated or made agentic, build and ship those solutions, and set the vision for how AI changes the coverage model over the next 6-18 months
Build and manage a rising seller program that identifies high-trajectory sellers and accelerates their growth on the platform through structured support and incentives
Build and manage a churned and at-risk seller program that detects decline signals early, intervenes proactively, and tracks re-activation outcomes
Work closely with regional AM leads to develop a structured, ongoing view of market dynamics by region — what is selling in each region, which brands and SKUs represent supply opportunities, and what is specific to each geography
Partner with the Strategy and Analytics team to ensure supply health data is actionable and that AM-driven actions are measured and fed back to improve future prioritization
Build a high-accountability team structure: clear ownership, defined performance expectations, and a culture where supply outcomes drive every account conversation
Manage and develop a global team including lead account managers in each region and their direct reports, coaching relationship-oriented operators into data-driven supply growth professionals