Director, Supply Account ManagementThe role. We're looking for a builder-leader to own and scale the account-management engine on our supply side. This is not SaaS customer success; there are no annual contracts and no renewals. Your job is the economic health of thousands of independent recruiter businesses: how many are active, how fast they place, and how much of their effort lands on our platform. You'll design a tiered, verticalized account motion for our concentrated top of supply and build a programmatic, product-led motion for the long tail that no human can cover. You'll manage a growing team of managers and ICs, promote your own bench, and partner with Product to turn operational friction into automation.
What you'll do- Build the tiered + verticalized architecture. Design high-touch incubation for the recruiters who drive most of our placement volume, segmented by vertical, and build automated, milestone-triggered engagement for the long tail - without burning out the team on recruiters a human can't move.
- Own supply activation and retention economics. Maximize active, placement-producing recruiters and defend against the silent killer of a marketplace: dormancy in the tail.
- Lead leaders and build the bench. Promote high-output ICs into first-time managers, de-risk those bets, and hire elite external operators. Manage through layers as the org grows past its current shape.
- Act as a product partner and demand-side delivery partner (ops as product). Treat recurring recruiter problems as systems problems. Turn manual plays into specs, features, and AI-agent capabilities instead of asking for more headcount. Work closely and collaboratively with demand-side counterparts to drive liquidity in the marketplace.
- Diagnose with data. Use modern AI data tools to find where liquidity is leaking - cohort drop-offs, over-exploited top recruiters, under-fed new supply - and run precise interventions.
What we're looking for- 6+ years scaling supply-side operations or account management in a marketplace or high-growth, target-carrying commercial environment - and real time managing managers, not just flat IC teams.
- Marketplace native. You think in liquidity, activation, earnings distribution and switching costs, not NRR and health scores. You see recruiters as small-business owners with zero switching costs.
- Builder who scales. You've built a playbook from scratch, run it yourself, and handed it to a team - and you can show the evidence it scaled. You're allergic to permanent manual friction.
- Leader of leaders in rapidly scaling environments. You've promoted first-time managers and hired externally in a fast, under-structured environment - and you can name the bets that worked and the ones that didn't.
- Data curiosity. You don't need to write SQL, but you know exactly what to ask the data, how to validate it, and how to design hypothesis-driven experiments to inflect it.
Why you'll love it- Company-defining leverage. The supply you steward enables platform GMV. Driving breadth and depth of recruiter engagement is a top-line lever.
- Build 0 to 1. Like Uber's early driver ops or DoorDash's merchant success, you'll build a marketplace supply org's operating system - then automate it.
- Real ownership. You own the architecture, the team, and the number.
