JOB SUMMARY
As a Senior Account Manager on the Strategic Account Management team, you’ll own the retention and growth of a complex, high-value book of B-Stock’s enterprise General Merchandise retailers and manufacturers. You’ll know each client’s business well enough to advise their operations and returns leaders, not just your day-to-day contact. You’ll forecast the impact of changes before you make them and bring new GMV opportunities to existing accounts. Newer AMs will come to you for help. You’ll also lead how the team uses AI, building repeatable, increasingly automated approaches to account analysis, client reporting and portfolio planning.
This is a hybrid role based in our Boston office (Tu-Th), where training also takes place.
ESSENTIAL JOB DUTIES AND RESPONSIBILITIES
Exceed GMV and recovery targets across a complex, higher-value book of enterprise accounts
Build 2 to 4 quarter account plans tied to each client’s business goals, not just B-Stock metrics, and find net-new inventory and GMV opportunities within existing accounts
Forecast account outcomes and model the impact of changes before recommending them, such as auction cadence, lot configuration or category splits, using Tableau, Salesforce and comparable-account data
Segment buyers, spot demand patterns others miss, and use data to make the case for strategy changes in client QBRs
Partner with client operations teams to improve how inventory flows to market, including manifest standards, grading accuracy, lot building strategy (by category, condition or brand) and fulfillment design
Advise clients on where inventory should flow, in what condition and at what cadence, based on their upstream sources (DC returns, overstock and shelf-pulls, customer returns, seasonal clearance)
Make non-obvious marketplace recommendations, including when to push back on a client’s instinct, grounded in how B-Stock buyer competition and demand actually behave
Build AI-enabled workflows for core portfolio work, including account reviews, performance reporting, client communications and opportunity identification
Be the go-to resource for newer AMs: teach the platform, share effective AI workflows, and help peers get unstuck in ambiguous situations
Work across Client Ops, Logistics, Velocity and Product without needing escalation, and speak up when a process or decision isn’t working
MINIMUM QUALIFICATIONS, JOB SKILLS, AND ABILITIES
5+ years of professional experience in account management, category management or a similar client-facing commercial role, managing a book of enterprise accounts against revenue or growth targets
Working knowledge of retail operations, returns, liquidation or supply chain, enough to connect a client’s operational decisions to commercial outcomes
Strong analytical skills: you can build a forecast or scenario model and turn it into a client recommendation
Experience with Salesforce and a BI tool (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 client-ready materials
Strong written, verbal and presentation skills, including leading QBRs with senior client stakeholders
Sound judgment with incomplete information
Occasional travel to client sites in the US (under 10%)
PREFERRED QUALIFICATIONS
Experience with General Merchandise liquidation or secondary markets, including the factors that move ASP: category mix, condition accuracy, MSRP ratios, brand concentration, pallet vs. truckload sizing, and manifested vs. unmanifested inventory
Experience building automations or multi-step agentic workflows with AI assistants (e.g., Claude) connected to CRM and BI tools
Contract negotiation experience
Advanced Tableau skills; familiarity with Atlassian tools
The pay rate for this role will range between $85,000 to $110,000, per annum. We consider many factors when determining salary offers, such as the applicant’s…