GM, VAS Partnerships

eBay•Austin, TX

2d•$135,200 - $219,500•Remote

About The Position

At eBay, we're more than a global ecommerce leader — we’re changing the way the world shops and sells. Our platform empowers millions of buyers and sellers in more than 190 markets around the world. We’re committed to pushing boundaries and leaving our mark as we reinvent the future of ecommerce for enthusiasts. Our customers are our compass, authenticity thrives, bold ideas are welcome, and everyone can bring their unique selves to work — every day. We're in this together, sustaining the future of our customers, our company, and our planet. Join a team of passionate thinkers, innovators, and dreamers — and help us connect people and build communities to create economic opportunity for all. About eBay eBay is a global commerce leader that connects millions of buyers and sellers around the world. We exist to enable economic opportunity for individuals, entrepreneurs, businesses, and organizations of all sizes. Our culture encourages people to think big, be curious, act with integrity, and be courageously inclusive. If this sounds compelling, come join us. About Value Added Services (VAS) Value Added Services (VAS) extend eBay’s core marketplace experience by adding services that increase convenience, peace of mind, and expertise for our customers. VAS powers a scalable services ecosystem across eBay’s buyer and seller journeys, including offerings such as shipping and logistics solutions, warranties and protection plans, authentication and grading, installation and repair, and other service partnerships attached to items and transactions. VAS has already driven meaningful incremental GMV and service revenue, and is a key growth pillar for the company as we deepen trust and engagement on the platform. About the Role We are seeking a GM of VAS Partnerships to lead the commercial strategy and partner ecosystem for Value Added Services at eBay. This role reports to the Head of Advertising within the Services Business Unit and will own the end-to-end partnerships and commercial model for the VAS portfolio, building and scaling a services ecosystem that delivers tangible customer value while driving incremental GMV and service revenue. This role sits at the intersection of partnerships, strategy, and P&L ownership. You will be responsible for defining the partner strategy, sourcing and structuring high-impact deals, managing ongoing partner performance, and collaborating closely with Product, Engineering, Analytics, Finance, Legal, and category teams. You will also work in close partnership with Ads, Services Product, and Focus Categories teams to create integrated commercial offerings and attach services to core experiences. The ideal candidate is an experienced commercial and partnerships leader who is comfortable moving from long-term strategy to detailed deal execution, can navigate complex internal and external stakeholder environments, and has a track record of building and scaling partner-driven businesses.

Requirements

10+ years in partnerships, business development, commercial leadership, or related roles in technology, ecommerce, marketplaces, fintech, logistics, or services.
Proven track record of sourcing, structuring, and closing complex, multi-party partnerships with meaningful revenue and strategic impact.
Deep commercial acumen, including comfort with P&L ownership, pricing and packaging, financial modeling, and unit economics.
Strong strategic thinking skills: able to break down ambiguous problems, build clear frameworks, and translate strategy into actionable roadmaps.
Demonstrated ability to operate in highly cross-functional, matrixed environments and influence stakeholders across Product, Engineering, Marketing, Finance, Legal, and regional teams.
Excellent negotiation and relationship-building skills, with the ability to build trust and alignment with senior external partners and internal leaders.
Outstanding communication skills, including the ability to craft executive-ready narratives and simplify complex topics for diverse audiences.
High bias for action, ownership, and results, with a track record of driving initiatives from idea through to execution and ongoing optimization.
Passion for building customer-centric services that increase trust, convenience, and engagement in a marketplace environment.
BA/BS degree required; MBA or other advanced degree preferred.
10+ years of relevant experience in partnerships, business development, strategy, or commercial leadership roles, with at least 3+ years managing complex partner portfolios or service ecosystems.
Experience in technology or product-led organizations; marketplace, ecommerce, fintech, logistics, or service-platform experience strongly preferred.
Global or multi-region experience a plus, including working across different regulatory, commercial, and cultural contexts.
Experience managing and developing high-performing teams.

Responsibilities

Define a multi-year commercial strategy for VAS partnerships that is tightly aligned with eBay’s broader Services, Ads, and Focus Categories priorities.
Segment and prioritize service domains such as logistics, protection, authentication, installation, and financial services, along with specific partners, based on customer needs, economics, and strategic fit.
Develop clear theses on where to build versus partner, where to consolidate versus expand partners, how to differentiate eBay’s services ecosystem in the market, and translate this into a focused roadmap of initiatives with explicit objectives, economics, and timelines.
Source, evaluate, and close high-impact partnerships with service providers across priority domains and markets to strengthen eBay’s VAS ecosystem.
Lead end-to-end deal structuring and negotiations, including commercial terms, revenue-sharing models, incentives, SLAs, data and reporting expectations, and governance frameworks.
Partner closely with Legal, Finance, Tax, and Privacy to ensure deals are structured responsibly for sustainable scale, and codify repeatable playbooks and standard frameworks so the team can execute recurring partnership models faster and more consistently over time.
Own the commercial performance of the VAS partner portfolio, with accountability for service revenue, incremental GMV, attach rates, and unit economics.
Define, track, and report on KPIs across services, partners, and markets, analyzing performance drivers and prioritizing actions that move the most important levers.
Continuously optimize economics through pricing, packaging, and yield management, and lead regular business reviews with partners and internal leadership to surface insights, opportunities, and risks with clear recommendations
Work hand-in-hand with VAS Product and Engineering to integrate partner services into the VAS platform and buyer/seller experiences in a scalable, high-quality way.
Partner with category and regional teams to tailor VAS offerings to vertical and market needs, supported by the right GTM and merchandising plans.
Collaborate with Ads and other Services lines of business to design integrated offerings (for example Ads + VAS bundles and campaigns) and serve as a key VAS voice in cross-functional forums that connect commercial objectives with product roadmaps, marketing plans, and operational capabilities.
Build and lead a high-performing VAS Partnerships team that may include partnership managers, commercial managers, and analysts.
Establish clear goals, operating rhythms, and decision mechanisms that enable the team to move quickly while staying aligned with broader company priorities.
Foster a culture of accountability, collaboration, and customer-centricity grounded in data-driven decision making and rigorous follow-through, and represent VAS Partnerships in executive forums with concise, insight-rich updates on strategy, performance, and upcoming decisions.