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.