Director, Key Accounts

Whatnot is the largest livestream shopping platform in North America and Europe to buy, sell, and discover the things you love. Whether it's trading cards, fashion, electronics, or live plants, our sellers are building real businesses across hundreds of categories. We're building live commerce at a scale that's never been done in the West, and there's no playbook to copy. The people here are shaping how an entirely new industry develops.

As a remote co-located team, we're inspired by our values and anchored in hubs across the US, UK, Ireland, Poland, Germany, and Australia. We move fast, stay close to our users, and focus on the work that drives the most impact.

We're one of the fastest growing marketplaces and were recently named the #1 Best Startup Employer in America by Forbes. Check out the latest Whatnot updates on our news and engineering blogs and join us as we enable anyone to turn their passion into a business and bring people together through commerce.

The Strategic Partnerships team builds deep, long-term relationships with Whatnot sellers—guiding them to scale efficiently, elevate buyer experience, and innovate on the platform.

This role sits at the intersection of partnership management, category strategy, and go-to-market execution. You’ll partner closely with your Category Lead, Marketing, Trust & Safety, and Product teams to turn seller insights into action and ensure your team delivers exceptional results for sellers and buyers.

As the Director of Key Accounts, you will lead the strategy and execution for Whatnot’s most influential seller partnerships. This is a highly visible, high-impact role where you’ll define and activate long-term growth plans, translate seller insights into company-wide priorities, and partner cross-functionally to ensure our sellers and categories reach their full potential.

• Own the strategic growth of top sellers. Develop and execute annual and multi-year account plans aligned with seller and company objectives keeping Whatnot business priorities top of mind.

• Build deep, trusted partnerships. Serve as an executive advisor to sellers — understanding their businesses, identifying growth levers, and delivering clear, data-driven recommendations. Ensure all partners are adopting best in class business practices and are able to grow sustainably.

• Drive strategic alignment. Partner with Category Leads, Product, Marketing, and Operations to translate seller insights and market trends into actionable cross-functional initiatives.

• Champion seller needs internally. Influence cross functional teams roadmaps through grounded feedback and commercial analysis, ensuring sellers’ voices are represented in company priorities.

• Lead through execution. Manage the full lifecycle of partner engagement — from pitching and negotiating agreements in lock step with your Category Lead to delivering on joint growth plans and resolving complex issues.

• Collaborate with executives. Communicate performance, opportunities, and risks to leadership with clarity and conviction.

• Share best-in-class partnerships management strategies: Support other Strategic Partner Managers through ongoing share outs and insights to scale organizational impact across strategic seller portfolios.
  

We offer flexibility to work from home or from one of our global office hubs, and we value in-person time for planning, problem-solving, and connection. Team members in this role must live within commuting distance of our San Francisco or New York City hubs.

People who do well at Whatnot tend to be comfortable figuring things out as they go, biased toward action, and genuinely curious about what they're building. They care more about outcomes than credit and stay close to the product and the people using it.

As our Director, Key Accounts, you should have 10+ years of experience in partnerships, business development, account management, or management consulting — ideally within ecommerce, creator platforms, or marketplaces, plus:

• Strong executive presence, adaptability, and comfort operating in an environment of rapid growth and ambiguity.

• Proven ability to assess business levers, model growth scenarios, and communicate commercial narratives to C-level audiences.

• Deep relationship-building, negotiation, navigating conflict and influencing skills across all levels of management.

• Experience leading strategic initiatives cross-functionally, from vision through execution.

• Fluency in Salesforce, Gong, Sigma, and other analytical tools.

• Data-driven mindset with the ability to dive deep into seller performance, identify insights, and translate them into actionable and revenue driving strategies.

• A high-ownership, low-ego attitude — excitement to roll up your sleeves and build alongside the team.
  

Nice to Have

• Experience as a creator, seller, or entrepreneur.

• Passion for live commerce, creator ecosystems, and Whatnot’s core verticals (sports, collectibles, fashion).

• Experience navigating online marketplaces and understanding supply-demand dynamics.

• Generous Holiday and Time off Policy

• Health Insurance options including Medical, Dental, Vision

• Work From Home Support

  • Home office setup allowance

  • Monthly allowance for cell phone and internet

• Care benefits

  • Monthly allowance for wellness

  • Annual allowance towards Childcare

  • Lifetime benefit for family planning, such as adoption or fertility expenses

• Retirement; 401k offering for Traditional and Roth accounts in the US (employer match up to 4% of base salary) and Pension plans internationally

• Monthly allowance to dogfood the app

  • All Whatnauts are expected to develop a deep understanding of our product. We're passionate about building the best user experience, and all employees are expected to use Whatnot as both a buyer and a seller as part of their job (our dogfooding budget makes this fun and easy!).

• Parental Leave

  • 16 weeks of paid parental leave + one month gradual return to work *company leave allowances run concurrently with country leave requirements which take precedence.

Whatnot is proud to be an Equal Opportunity Employer. We value diversity, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, parental status, disability status, or any other status protected by local law. We believe that our work is better and our company culture is improved when we encourage, support, and respect the different skills and experiences represented within our workforce.