Head of Direct Seller Recruitment, Fashion Marketplace

We are seeking a commercially disciplined, results-driven Head of Direct Seller Recruitment to lead the strategic expansion of our Fashion Marketplace seller portfolio. Reporting directly to the Head of Domestic Fashion Marketplace, you will take full ownership of the brand recruitment engine, scaling our merchant base across key fashion verticals to unlock massive GMV growth.

This is a mandate for an elite commercial leader who pairs rigorous pipeline mechanics with deep domain authority in apparel and footwear brand recruitment. Leading a high-performing team of 5+ Account Managers, you will set the standard for consultative brand recruitment, executive-level deal-making, and seamless seller launch execution across Japan.

Key job responsibilities

Team Management: Lead and coach a team of 5+ Account Managers. Set quotas, manage pipeline hygiene, and join key pitches to close high-priority accounts.

Pipeline & Target Execution: Build and execute the domestic brand acquisition roadmap across enterprise apparel, designer labels, footwear, and high-growth D2C brands.

Deal Structuring & Closing: Lead commercial negotiations with brand CEOs and Commercial Directors. Define take-rates, marketing commitments, catalog scope, and launch timelines.

Onboarding & Launch Speed: Partner with Operations, Category Management, and Technical teams to ensure recruited brands go live quickly with verified inventory and high catalog coverage.

Market Feedback: Channel brand objections, competitor moves, and commercial roadblocks back to leadership to adjust fee structures, policies, and seller tools.

• Bachelor's degree
• Experience analyzing data and best practices to assess performance drivers
• Experience influencing internal and external stakeholders
• Experience using analytical, account management, and productivity tools, such as, Oracle Business Intelligence, SalesForce, Tableau, or similar
• Experience with Doubleclick (XSM, DFP), AdJuster or Salesforce

• 7+ years of team management experience
• Experience successfully managing dynamic account portfolios

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