Account Manager, Shop Direct, Shop Direct

About the Team:

The Off-Amazon Selection (OAS) Business Development team recruits and enables brands, retailers, and partners to bring their selection to Amazon customers through two core experiences:
•Shop Direct: a lower-lift entry motion where customers discover a brand's selection in Amazon search or Alexa Shopping and are redirected to the brand's own site to complete the purchase (no Amazon PDP required).
•Buy for Me: a seamless, agentic checkout experience.

The Account Manager owns a portfolio of external partners across DTC brands and retailers, integrators, and commerce service providers, driving recruitment, onboarding, and long-term growth of their participation in OAS.
Job Summary

The Account Manager serves as the primary point of contact for a portfolio of OAS partners, guiding them from initial recruitment through onboarding, launch, and ongoing growth. This role blends relationship management and cross-functional program execution working across product, tech, marketing, and legal to remove blockers and deliver a great merchant and customer experience. The ideal candidate is comfortable operating in ambiguity, earns trust with senior external stakeholders, and thinks big about scaling selection.

Key job responsibilities
•Own the end-to-end partner relationship for a portfolio of DTC brands, retailers, integrators, and commerce service providers.
•Manage partner onboarding and launch, coordinating across internal product, tech, integration, and operations teams to ensure a smooth technical and commercial integration.
•Build trusted, long-term relationships with senior stakeholders and decision-makers on the partner side.
•Develop and execute account plans to grow selection, engagement, and volume across the assigned portfolio.
•Identify and unblock issues including technical, contractual, or operational, that stand in the way of partner launch or growth, escalating where needed.
•Partner with commerce service providers to strengthen catalog and purchasing primitives that scale onboarding.
•Track partner performance and program metrics; prepare clear updates and business reviews for internal leadership and external partners.
•Contribute to the broader OAS business development strategy by surfacing partner feedback, market trends, and category insights that shape the program.
•Represent the voice of the partner and the customer in internal roadmap and prioritization discussions.
Required Qualifications
•Bachelor's degree, or equivalent practical experience.
•5+ years of experience in business development, partnerships, account management, or a related client-facing/commercial role.

A day in the life
Merchant onboarding support: Walk partners through SP-API role access and feed syndicator setup (e.g., VersaFeed, GoDataFeed); troubleshoot friction like listings not appearing in the Shop Direct search widget.

Pipeline management: Update Salesforce stages, log engagement history, and reconcile who's engaging which merchant.

Cross-functional coordination: Sync with search, product, and syndicator teams to unblock onboarding.

Reporting: Track recruitment progress against goals (merchant and ASIN targets) and prep updates for leadership.

About the team
The Shop Direct Business Development team recruits off-Amazon and hybrid brands into Amazon's Off-Amazon Selection program, making their products discoverable through the Shop Direct search widget. We own merchant recruitment and partner onboarding end-to-end, engaging brands and their feed syndicators, guiding them through SP-API integration, and managing every relationship in Salesforce so there's clear ownership and full visibility into who's engaging which merchant.

Basic Qualifications

- 6+ years of digital advertising and client facing roles with a focus on data analysis experience
- Experience with annual brand and media planning

Preferred Qualifications

- Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, WA, Seattle - 122,400.00 - 165,600.00 USD annually