Role SummaryFanatics Collect is seeking a strategic and results-oriented Director of Live Breaking to lead our seller organization and drive marketplace growth at scale. This role is responsible for setting the vision, strategy, and execution across seller management, best practices, and commercial performance on Fanatics Live.
This leader will oversee a team of account managers while directly shaping how sellers succeed on the platform-defining best practices, optimizing performance, and ensuring a best-in-class collector experience. The role blends team leadership, marketplace strategy, and operational rigor, with a strong focus on driving GMV, engagement, and long-term ecosystem health.
The ideal candidate brings strong commercial instincts and a data-driven approach to scaling both people and business performance. They will act as a key partner to leadership and cross-functional teams, translating insights into actionable strategies that improve seller outcomes and overall platform performance.
As Director, you will own the end-to-end seller lifecycle-from acquisition and onboarding to growth and retention-while establishing scalable frameworks that elevate seller quality, consistency, and trust across the marketplace.
Key Responsibilities- Lead, mentor, and scale a high-performing team of account managers, establishing clear goals, performance standards, and development plans aligned to company objectives.
- Define and own seller best practices across the platform, including content strategy, break formats, pricing, scheduling, and engagement tactics to drive consistent, high-quality seller performance.
- Set and execute the commercial strategy for the seller ecosystem, including GMV growth targets, category expansion, and seller mix optimization.
- Develop and manage relationships with top-tier sellers and strategic partners, while ensuring the team effectively manages and grows mid-tier and emerging accounts.
- Drive new business development strategy, including identifying, prioritizing, and onboarding high-value sellers and enterprise partners that align with marketplace goals.
- Establish and monitor key business metrics, delivering regular reporting and insights to leadership on seller performance, marketplace health, and growth opportunities.
- Leverage seller-level and category-level data to identify trends, surface opportunities, and implement scalable strategies that improve performance across the platform.
- Partner cross-functionally with product, engineering, marketing, and trust & safety to influence roadmap decisions, improve seller tools, and enhance the collector experience.
- Develop and operationalize frameworks for seller segmentation, tiering, and lifecycle management to ensure resources are deployed effectively.
- Own in-app merchandising and programming strategy in partnership with product and marketing, aligning seller visibility (homepage, carousels, promotions) with performance and business priorities.
- Drive community-building initiatives and seller engagement programs that foster loyalty, improve retention, and elevate marketplace quality.
- Leverage and continuously optimize CRM systems (e.g., HubSpot) to manage seller relationships, track performance, standardize workflows, and generate actionable insights that inform strategy, improve team efficiency, and drive seller growth.
- Act as a key voice of the seller within the organization, ensuring feedback loops are established and insights inform product and business decisions.
Qualifications:- 8-12+ years of experience in account management, marketplace operations, partnerships, e-commerce, or related fields, with a strong focus on driving commercial outcomes.
- Proven leadership experience managing and developing high-performing teams in fast-paced, high-growth environments.
- Demonstrated success owning or contributing to marketplace strategy, including GMV growth, seller acquisition, and performance optimization.
- Strong analytical and strategic thinking skills, with experience using data to inform decision-making and drive business results.
- Deep understanding of live commerce, social platforms, and marketplace dynamics; experience in collectibles or the hobby is a strong plus.
- Exceptional communication and stakeholder management skills, with the ability to influence cross-functional partners and senior leadership.
- Experience building scalable processes, frameworks, and operating rhythms across teams and functions.
- High level of ownership and accountability, with the ability to operate both strategically and tactically.
- Proficiency in CRM tools (e.g., HubSpot) and advanced analytics (Excel/Google Sheets); experience with BI tools is a plus.
- Passion for building best-in-class customer and seller experiences in a dynamic, evolving marketplace.
The salary range represents base pay only and does not include short-term or long-term incentive compensation. This salary range is specific to Los Angeles and may not be applicable to other locations. When determining base pay, as part of a final compensation package, we consider several factors such as location, experience, qualifications, and training. For information about our benefits, please visit https://benefitsatfanatics.com/
Los Angeles Salary Range
$173,650-$216,200 USD
The salary range represents base pay only and does not include short-term or long-term incentive compensation. This salary range is specific to New York City and may not be applicable to other locations. When determining base pay, as part of a final compensation package, we consider several factors such as location, experience, qualifications, and training. For information about our benefits, please visit https://benefitsatfanatics.com/
NYC Salary Range
$188,000-$235,000 USD
