Associate Principal – Account Management Lead for D2C Brands

About the role

The Associate Principal will lead the Account Management function for Direct‑to‑Consumer (D2C) brands, overseeing a team of Strategic Account Managers. The role focuses on driving growth across the platform by expanding selection, improving pricing parity, and maximizing ad monetization for a portfolio of 500+ brands.

Key responsibilities

• Lead and mentor a team of 15‑20 Strategic Account Managers and third‑party consultants, ensuring high performance and retention.
• Execute the 2026 growth playbook to achieve over 60% year‑on‑year growth, expanding selection in under‑indexed categories such as Women’s Western Wear, Kids, and Home Furnishing.
• Drive selection parity and competitive pricing by overseeing automated weekly SDS and daily NCI tracking, adding 150,000+ new selections annually.
• Increase ad coverage to 80% for new styles and 100% for managed brands, optimizing the D2C ads flywheel to generate incremental ad spend.
• Improve operational speed metrics, raising the Fulfilled‑by‑Platform share to 60% or higher.

Required profile

• Proven experience leading large account‑management or sales teams in an e‑commerce or D2C environment.
• Track record of delivering double‑digit growth through portfolio diversification and strategic brand partnerships.
• Strong analytical mindset with ability to interpret selection, pricing, and ad performance data.

Required skills