JOB SUMMARY

B-Stock is searching for an experienced B2B Buyer Development Director with a track record of over-performance and demonstrated success leading and developing sales talent. This person will own a portfolio of high-value buyer accounts while directly managing a team of Buyer Account Managers and driving both individual and team performance in large-scale liquidation inventory sales.

As a member of the Buyer Account Management Team, the Director, Buyer Account Management will accelerate GMV growth by bringing in new high-value buyers, expanding strategic buyer relationships, and coaching team members to qualify, onboard, retain, and scale large B2B liquidation buyers. The Director is accountable for clear team goals, consistent execution, buyer experience, performance management, and employee development. The ideal candidate combines advanced B2B sales expertise and buyer relationships with a hands-on, supportive management approach that builds accountability and a strong leadership bench.

This person applies AI throughout their own and their team’s sales motions, from prospecting and buyer research to pipeline management, and develops repeatable, increasingly automated workflows that improve team productivity and precision. Reporting to the Sr. Director of Buyer Account Management, this individual contributes to long-term buyer growth, team capability, and revenue targets.

ESSENTIAL JOB DUTIES & RESPONSIBILITIES

• IDENTIFY
• Generate new big buyer leads through cold outreach, trade shows, inbound marketing follow-up, and other buyer marketing initiatives.
• Build AI-enabled prospecting and account-research workflows to find, qualify, and prioritize high-value buyers at scale.
• Leverage a professional network to connect with key decision-makers; coach the team on prospecting and account targeting.
• Prospect into target seller accounts for more inventory.
• Maintain accurate Salesforce activity and pipeline records; establish consistent reporting and pipeline hygiene expectations for direct reports.
• ENGAGE
• Create, position, and sell the full value of B-Stock solutions to high-value buyers.
• Deliver concise, effective sales pitches tailored to each prospect; coach direct reports in discovery, negotiation, and relationship management.
• Partner closely with Account Management, Client Operations, Customer Service, Logistics, and other teams to execute transactions and resolve buyer obstacles.
• Step into complex escalations and help team members create practical solutions across programs, inventory, shipping, and operational constraints.
• CLOSE
• Achieve quarterly individual and team GMV and sales objectives by maintaining healthy pipelines and consistent execution.
• Build and grow a book of large buyers purchasing more than $500,000 annually, while helping direct reports increase buyer spend, retention, and account value.
• Increase transaction volume, buyer purchase frequency, and value delivered on the B-Stock platform.
• Use AI-driven automation within Salesforce and buyer data sources to surface expansion signals, improve forecasting, and tailor recommendations to buyer buying patterns; scale effective practices across the team.
• LEAD, COACH & DEVELOP PEOPLE
• Directly manage assigned Buyer Account Managers, setting clear responsibilities, measurable performance expectations, and priorities aligned with GMV, retention, buyer growth, and company goals.
• Hold consistent 1:1 meetings, team meetings, pipeline reviews, and performance check-ins; provide timely, specific coaching, constructive feedback, recognition, and support to remove obstacles.
• Evaluate performance fairly using results, behaviors, and role-specific competency tracks; identify performance gaps early, document expectations, and drive improvement plans in partnership with People leadership as appropriate.
• Partner with each direct report to create and maintain an Individual Development Plan and actionable Grow development areas, informed by personal strengths, career aspirations, competency expectations, and business needs. Review and update growth milestones and goals at least monthly.
• Identify stretch assignments, cross-functional projects, mentoring, peer learning, and training opportunities to build account management, negotiation, analytical, operational, and leadership capabilities.
• Own onboarding and ramp-up for new team members, reinforce strong operating practices and CRM discipline, and share effective sales plays and AI workflows across the team.
• Foster an inclusive, trusting, high-accountability team environment where employees feel comfortable raising issues, collaborating, giving feedback, and taking ownership of results and career development.
• Recognize high potential talent and build succession readiness by preparing strong team members for larger accounts, expanded responsibilities, and future leadership opportunities.
• Translate leadership priorities into clear team plans and capacity decisions, communicate progress and risks, and take accountability for both team wins and gaps.

MINIMUM QUALIFICATIONS, JOB SKILLS, ABILITIES

• 8+ years of experience in quota-carrying, enterprise B2B transactions with a proven history of exceeding goals.
• Experience in marketplace business models, buyer account management, and re-commerce sales.
• Ability to develop and execute strategic and tactical account plans and translate business objectives into clear team goals.
• Professional network of C-level or VP-level buyer contacts.
• Hands-on experience building AI automations or agentic processes for prospect research, outreach, pipeline analysis, and sales productivity, and ability to coach adoption across a team.
• Strong judgment, creativity, conflict resolution, and ability to manage difficult conversations and complex cross-functional problems.
• Excellent written and verbal communication, coaching, prioritization, and collaboration skills.
• Proficiency with MS Office, Salesforce.com, and other CRM tools.
• Bachelor’s degree in business, marketing, entrepreneurship, or related field.
• Ability to travel up to 25% of the time.

PREFERRED QUALIFICATIONS

• Familiarity with structured development practices, competency rubrics, Individual Development Plans, and career growth tools.
• Knowledge of eCommerce, supply chain, ERP, or logistics software solutions.
• Experience in SaaS selling and a start-up-like environment.
• Experience building custom assistants, projects, or agents on AI platforms such as Claude, ChatGPT, or Grok to support buyer workflows and team coaching.
• Demonstrated people leadership experience, including direct-report management, coaching, performance evaluation, and employee development.
• Experience leading a sales or account management team to measurable growth and performance outcomes.

The pay rate for this role will range between $150,000 to $180,000, 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.