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SVP of Sales.

New York

Full time

This senior leader is responsible for developing and leading a team of global commerce sales leaders and producers to deliver against revenue and gross margin objectives. They will be responsible for commerce revenue (commission and media) growth, new opportunities, retention, and innovation to meet customers where they are. They will serve as an important bridge between marketing & merchandizing, product & technology, business development, ad sales, and corporate strategy. This roles serves as part of the Rakuten Leadership team and regularly interfaces with C-Suite.

Primary Responsibilities:

  • Accountable for Commerce revenue generation and gross margin. Working collaboratively with cross functional teams to track and deliver business results.
  • Managing content production to ensure delivery of revenue and gross margin targets.
  • Managing and career development of sales leads and producers.
  • Assessment of new strategic and tactical priorities.
  • Creation of new compensation and incentive models
  • Ensure all work products reflect brand voice and standards.
  • Development and growth of new Revenue channels.
  • Development of strong team culture and morale


The ideal candidate has specific experience in marketplace commerce and affiliate/performance marketing:

  • A minimum of 12 years overall work experience, with 8 years focused on growing a commerce business with demonstrated success.
  • Strong technical and product acumen and experience.
  • Global experience preferred.
  • Strong relationships with marketing decisionmakers at retailers, brands, and agencies
  • Must exhibit leadership qualities that inspire innovation and operational excellence.
  • Experience managing a large team of sales leaders across all major commerce categories and verticals.
  • Track record of developing revenue streams with both B2B and B2C markets.
  • Comfortable with revenue and gross margin forecasting and planning, including familiarity with financial concepts such as LTV (lifetime value), ROAS, CPAs as well as business model creation.
  • A natural communicator who can align cross-functional teams.
  • A motivated, fast decision-maker, who pushes teams to excellence.
  • Ability to troubleshoot and problem solve.
  • Solid understanding of attribution models, affiliate metrics, and multi-channel funnels.

Functional Qualifications:

The ideal candidate has operating experience in these functions:

  • Creation of sales world-class narratives and collateral
  • Experience creating inventory packages and pricing schemas to achieve revenue objectives.
  • 3rd party technology Commerce experience
  • Experience in both strategic merchant partnerships and backend Tech relationships
  • Syndicated Commerce Content on 3rd Party Platforms
  • Robust knowledge of Adtech/Martech ecosystem
  • Marketplace experience
  • Global and matrixed sales leadership Analytics and funnel metrics Product development
  • SEO management experience
  • Mobile/App ecommerce
  • Mobile/Desktop website search, speed optimization experience
  • Experience replatforming
  • Helped lead site architecture improvements
  • Creation of complex compensation models and plans
  • Experience using SFDC and Tableau to track and report on KPIs

Key relationships will include:

  • Retail executive leadership
  • Commerce Revenue Portfolio Leadership and Brand Managers
  • Consumer Analytics and Finance teams
  • Audience Development and SEO
  • CRM manager and Data Management leadership
  • Global product and technology leadership
  • B2B and B2B Marketing

At the time of posting, Rakuten expects the base salary for this role will be between $238,5.00-$330,000.00. Individual compensation will vary based on job-related factors, including the skills, qualifications, and experience of the successful candidate as well as business need and geographic location. The successful applicant for this role will be eligible for discretionary bonus, health, vision, dental insurance, 401k matching, PTO, Volunteer Time Off (VTO), and other employee benefits as the company implements.