Senior Account Manager

B-Stock•Boston, MA

2d•Hybrid

About The Position

As a Senior Account Manager on B-Stock’s Strategic Account Management team, you will own the retention and growth of a complex, high-value portfolio of enterprise General Merchandise retailers and manufacturers. You will advise clients’ operations and returns leaders, develop account plans around their business goals, forecast the outcomes of proposed changes, and identify new inventory and GMV opportunities. You will also help newer account managers and lead the team’s use of AI by building repeatable, increasingly automated approaches to account analysis, client reporting, and portfolio planning. This is a hybrid role based in the Boston office, with in-office work Tuesday through Thursday; training also takes place there. Occasional travel to client sites in the US is required (under 10%).

Requirements

At least 5 years of professional experience in account management, category management, or a similar client-facing commercial role, managing enterprise accounts against revenue or growth targets.
Working knowledge of retail operations, returns, liquidation, or supply chain, sufficient to connect client operational decisions to commercial outcomes.
Strong analytical skills, including the ability to build forecasts or scenario models and turn them into client recommendations.
Experience with Salesforce and a business intelligence tool such as Tableau, Metabase, or similar.
Hands-on experience applying AI in account management, sales, or client-reporting workflows beyond one-off prompting.
Proficiency with Microsoft Office and Google Workspace for preparing client-ready materials.
Strong written, verbal, and presentation skills, including experience leading QBRs with senior client stakeholders.
Sound judgment when information is incomplete.
Ability to travel occasionally to US client sites (under 10%).
Work authorization is required.

Nice To Haves

Experience with General Merchandise liquidation or secondary markets, including factors that affect average selling price (ASP), such as category mix, condition accuracy, MSRP ratios, brand concentration, pallet versus truckload sizing, and manifested versus unmanifested inventory.
Experience building automations or multi-step agentic workflows with AI assistants, such as Claude, connected to CRM and BI tools.
Contract negotiation experience.
Advanced Tableau skills.
Familiarity with Atlassian tools.

Responsibilities

Exceed GMV and recovery targets across a complex, high-value portfolio of enterprise accounts.
Build account plans covering two to four quarters that align with each client’s business goals, and find new inventory and GMV opportunities within existing accounts.
Forecast account outcomes and model the impact of proposed changes, such as auction cadence, lot configuration, or category splits, using Tableau, Salesforce, and comparable-account data.
Segment buyers, identify demand patterns, and use data to support strategy recommendations in client QBRs.
Partner with client operations teams to improve inventory flow to market, including manifest standards, grading accuracy, lot-building strategy, and fulfillment design.
Advise clients on inventory flow, condition, and cadence based on upstream sources such as distribution center returns, overstock and shelf-pulls, customer returns, and seasonal clearance.
Make marketplace recommendations grounded in B-Stock buyer competition and demand, including pushing back on client assumptions when appropriate.
Build AI-enabled workflows for account reviews, performance reporting, client communications, and opportunity identification.
Teach newer account managers the platform, share effective AI workflows, and help peers work through ambiguous situations.
Work across Client Ops, Logistics, Velocity, and Product without requiring escalation, and raise concerns when processes or decisions are not working.