Director, New Seller Acquisition (Marketplace)

About Coupang
At Coupang, we exist to wow our customers. Our mission is to make shopping, eating, and living easier than ever before. We’re disrupting the multi-billion-dollar commerce industry from the ground up and building a reputation as South Korea’s most innovative and reliable e-commerce platform.

We combine the agility of a startup with the scale and resources of a global public company. This unique blend empowers us to launch new services at speed, drive innovation, and make a tangible impact every day. At Coupang, you’ll grow alongside bold, hands-on, and ambitious teammates who are passionate about shaping the future of commerce.

The role of the Director of New Business Acquisition is to lead our world class account acquisition teams. This leader will set the vision and execution to successfully launch strategic top strategic sellers on Coupang and help the new sellers ramp up quickly. The successful candidate will be responsible for coaching sales leaders and account executives to gain a deep understanding of the client's needs and develop tactics to enable all new accounts to successfully onboard and grow with Coupang. The ideal candidate will possess a strong ability to think strategically and analytically about business challenges/opportunities, with the capacity to build and articulate compelling value propositions and work cross-organizationally to build consensus.

(1) Role requires the ability to manage a large team of account executives, including multiple managers and 20+ account executives.
(2) Role requires trade-offs, prioritization, and continuous innovation deriving from a large array of stakeholders including 3P Marketplace Head, Head of Sales, Heads of Business Operations, head of Marketing, and Heads of Product & Engineering.
(3) Scope consists of managing all new vendors from acquisition to product listing to account activation.

The successful candidate is a manager with a strong track record of hiring and developing top-performing teams who consistently overachieve in both performance and our leadership principles.
*Prior experience in large seller acquisition is a must and a business development experience is strongly preferred

Responsibilities:

1) Build a high-performance, input-driven team

• Attract, hire, and retain sales talent
• Provide strong mentoring and coaching to sales leaders and account executives
• Elevate skill sets and develop bench strength in the team
• Determine short and long-range sales revenue plans per property, vertical, account, territory, and sales representative and execute tactical action plans
• Create and implement sales programs and tools that increase performance by the sales staff

2) Grow revenue significantly

• Develop account coverage strategy for the Korean market segment
• Build upon prior success in this area to continue to grow this opportunity
• Drive the sales acquisition process as well as play a hands-on role in driving sales and opening doors for the sales organization
• Partner with Coupang's ecommerce teams on category and product development strategies

3) Drive product innovation through thorough understanding and representation of customer and industry trends/needs to ensure Coupang continues to provide a powerful and differentiated value proposition

• Partner with product development to prioritize and build innovative new products to provide a truly better and differentiated business offering for our customers
• Partner with internal teams to provide the right infrastructure, tools, training, and support for the sales team

Qualifications

The ideal candidate is an experienced sales leader with a reputation for hiring and developing the best talent. He or she will have a track record of success at driving top sales results, partnering cross functionally, and representing client needs/perspectives to the product organization. They will be an exceptionally strong analytical thinker who likely hails from a leading online firm or technology-enabled organization. He or she will have a strong track record of developing and executing sales strategies, tactics, plans, processes, systems and programs.

• The ideal candidate should be a strong coach and mentor for the sales organization and be adept at managing a sales organization and ensuring excellent communication with key stakeholders.
• The successful candidate will have a talent for responding effectively to industry direction, customer needs, and competitive positioning.
• He or she will thrive in fast-paced dynamic environments and have very strong communication and presentation skills.
• Bachelor's Degree (master's degree preferred) in Business, or related field.
• 15+ years of experience with solving and finds measures to improve the overall performance of sales and marketing teams or overall business combinations.

Recruitment Process and Others

Recruitment Process

• Application Review - Phone Interview - Onsite (or Virtual Onsite) Interview – Offer
• The exact nature of the recruitment process may vary according to the specific job and may be changed due to scheduling or other circumstances.
• Interview schedules and the results will be informed to the applicant via the e-mail address submitted at the application stage.

Details to Consider

• This job posting may be closed prior to the stated end date for application if all openings are filled.
• Coupang has the right to rescind an offer of employment if a candidate is found to have submitted false information as part of the application process.
• Those eligible for employment protection (recipients of veteran’s benefits, the disabled, etc.) may receive preferential treatment for employment in accordance with applicable laws.
• Job titles and responsibilities may be subject to change depending on the candidate’s overall experience, etc. This will be communicated to the candidate at the appropriate time before the offer.
• Hiring may be restricted in case the legal qualifications required for hiring and work performance is not met.
• This is a full-time regular position and includes 12 weeks of probation period; provided, however, the probationary period may be either skipped, shortened or extended if necessary for business purposes.

Privacy Notice

• Your personal information will be collected and managed by Coupang as stated in the Application Privacy Notice located below. https://www.coupang.jobs/en/privacy-policy

Document Return Policy

• This notification is given pursuant to Article 11 (6) of the Fair Hiring Procedure Act.
• A job applicant, who has applied but not been finally selected for a position at Coupang (the “Company”), may request the Company to return his/her hiring documents submitted pursuant to the Fair Hiring Procedure Act. However, this will not apply where the hiring documents were submitted via the website of the Company or e-mail, or where the job applicant submitted those documents voluntarily without a request from the Company. In addition, if the hiring documents were destroyed due to a natural disaster or any other reasons not attributable to the Company, such documents will be deemed to have been returned to the job applicant.
• A job applicant who wishes to request the return of his/her hiring documents pursuant to the main sentence of paragraph 2 above should fill out a “Request for Return of Hiring Documents” [Annex Form No. 3 in the Enforcement Rule of the Fair Hiring Procedure Act] and submit It by email (recruitingops@coupang.com). In such case, within fourteen (14) days from the date of identifying the receipt of the request, the Company will send the hiring documents to the job applicant’s designated address via registered mail. Please be informed that the job applicant is required to pay the postage on the registered mail.
• In preparation for a job applicant’s request for the return of hiring documents pursuant to the main sentence of paragraph 2 above, the Company shall retain the original hiring documents submitted by the job applicant for 180 days from the completion of the recruiting process. If no request is made until the end of this period, all his/her hiring documents will be destroyed immediately in accordance with the Personal Information Protection Act.
• The above paragraphs 1 - 4 shall only apply when the labor-related laws of Korea govern the application. They are otherwise not applicable.