Senior Account Manager

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 work experience, education and training, skills, market data, and internal equity.