Account Manager, Shop Direct, Shop Direct

Account Manager

The Account Manager serves as the primary point of contact for a portfolio of Off-Amazon Selection partners, guiding them from initial recruitment through onboarding, launch, and ongoing growth. This role blends relationship management and cross-functional program execution working across product, tech, marketing, and legal to remove blockers and deliver a great merchant and customer experience. The ideal candidate is comfortable operating in ambiguity, earns trust with senior external stakeholders, and thinks big about scaling selection.

Key job responsibilities:

• Own the end-to-end partner relationship for a portfolio of DTC brands, retailers, integrators, and commerce service providers.
• Manage partner onboarding and launch, coordinating across internal product, tech, integration, and operations teams to ensure a smooth technical and commercial integration.
• Build trusted, long-term relationships with senior stakeholders and decision-makers on the partner side.
• Develop and execute account plans to grow selection, engagement, and volume across the assigned portfolio.
• Identify and unblock issues including technical, contractual, or operational, that stand in the way of partner launch or growth, escalating where needed.
• Partner with commerce service providers to strengthen catalog and purchasing primitives that scale onboarding.
• Track partner performance and program metrics; prepare clear updates and business reviews for internal leadership and external partners.
• Contribute to the broader Off-Amazon Selection business development strategy by surfacing partner feedback, market trends, and category insights that shape the program.
• Represent the voice of the partner and the customer in internal roadmap and prioritization discussions.

Required qualifications:

• Bachelor's degree, or equivalent practical experience.
• 5+ years of experience in business development, partnerships, account management, or a related client-facing/commercial role.

A day in the life:

• Merchant onboarding support:
  Walk partners through SP-API role access and feed syndicator setup (e.g., Versa Feed, Go Data Feed ); troubleshoot friction like listings not appearing in the Shop Direct search widget.
• Pipeline management:
  Update Salesforce stages, log engagement history, and reconcile who's engaging which merchant.
• Cross-functional coordination:
  Sync with search, product, and syndicator teams to unblock onboarding.
• Reporting:
  Track recruitment progress against goals (merchant and ASIN targets) and prep updates for leadership.

About the team:

The Shop Direct Business Development team recruits off-Amazon and hybrid brands into Amazon's Off-Amazon Selection program, making their products discoverable through the Shop Direct search widget. We own merchant recruitment and partner onboarding end-to-end, engaging brands and their feed syndicators, guiding them through SP-API integration, and managing every relationship in Salesforce so there's clear ownership and full visibility into who's engaging which merchant.