Director of Seller Acquisition & Growth

We exist to wow our customers. We know we’re doing the right thing when we hear our customers say, “How did we ever live without Coupang?” Born from an obsession to make shopping, eating and living easier than ever, we are disrupting the multi billion dollar e commerce industry from the ground up. As one of the fastest growing e-commerce companies in the world, Coupang has established a dominant and trusted position in South Korean commerce.

We are proud to have the best of both worlds — a startup culture with the resources of a global public company. This gives us the ability to innovate rapidly, launch new services at scale, and empower entrepreneurial leaders to build high impact initiatives. At Coupang, you will see yourself, your colleagues, your team, and the company grow every day.

Our mission to build the future of commerce is real. We push boundaries, solve complex problems, and break traditional trade offs. Join Coupang now to help create an exceptional experience in this always on, high tech, hyper connected world.

Job Overview

The Director, Marketplace Seller Acquisition will lead Coupang’s world class marketplace acquisition organisation. This senior leader will own the strategy and execution to expand Coupang’s 3P ecosystem — from seller acquisition to onboarding, product listing, and account activation.You will coach sales leaders and account executives to deeply understand seller needs, build compelling value propositions, and accelerate speed to market for new sellers. You will partner across Product, Engineering, Category, Marketing and Business Operations to create a frictionless and scalable acquisition engine.

This role requires a leader with strong strategic, analytical, and operational capability, and a proven track record of building high performing sales organisations in high velocity e-commerce or marketplace environments.

• Manage a large organisation of account executives, including 6 team leader direct reports

• Navigate trade-offs, prioritization and continuous innovation across stakeholders (3P Marketplace, Sales, Operations, Marketing, Product & Engineering)

• Drive all new vendor processes from sourcing and acquisition to listing completion and activation

The successful candidate will be an exceptional people leader who hires, develops and inspires top performing teams that consistently exceed expectations.
Prior experience in a high velocity inside sales or marketplace acquisition environment is required.

What You Will Do

1) Build a high performance, input driven organisation

• Attract, hire and retain top marketplace and inside sales talent

• Provide strong coaching and mentoring to sales leaders and account executives

• Build bench strength and develop future leaders within the team

• Set short and long range pipeline, revenue, and seller activation plans by vertical, territory and representative

• Implement sales programs, onboarding frameworks, and performance tools that improve seller conversion and success rates

• Establish operational excellence across lead generation, qualification, pipeline management and sales operations

2) Drive significant revenue and GMV growth

• Develop the seller acquisition and coverage strategy for the Korean market

• Expand Coupang’s marketplace selection by sourcing high value sellers and strategic partners

• Lead the acquisition cycle hands on, opening doors and accelerating deals

• Build and manage a strong outbound, inbound and referral pipeline

• Partner with Coupang’s e-commerce category teams on assortment strategy and category specific seller plans

3) Shape product innovation and seller experience

• Represent seller needs and market trends to influence product roadmaps

• Partner with Product, Engineering and Operations to reduce onboarding friction, improve listing success and speed up time to activation

• Provide strong business requirements for tools, systems, sales enablement, and onboarding infrastructure

• Ensure Coupang continues to offer a differentiated and compelling value proposition to sellers

Qualifications

The ideal candidate is an experienced marketplace or e-commerce sales leader with a reputation for hiring and developing exceptional teams. They will have a strong track record of delivering top tier sales results, partnering cross functionally, and championing seller needs to product and engineering teams.

• Demonstrated success leading large inside sales or marketplace acquisition organisations

• Strong analytical capability and data driven decision making

• Proven ability to respond effectively to industry shifts, competitive dynamics and seller needs

• Excellent communication, negotiation and executive level presentation skills

• Ability to thrive in fast moving, ambiguous, high growth environments

• Bachelor’s degree required; Master’s degree preferred

• 15+ years of sales / business development / marketplace leadership experience with a consistent record of improving organisational performance

Additional Requirements

• The ideal candidate is an experienced sales leader with a reputation for hiring and developing the best talent. He or she will have a track record of success at driving top sales results, partnering cross-functionally, and representing client needs/perspectives to the product organization.

• They will be an exceptionally strong analytical thinker who likely hails from a leading online firm or technology-enabled organization. He or she will have a strong track record of developing and executing sales strategies, tactics, plans, processes, systems and programs.

• The ideal candidate should be a strong coach and mentor for the sales organization and be adept at managing a sales organization and ensuring excellent communication with key stakeholders.

• The successful candidate will have a talent for responding effectively to industry direction, customer needs, and competitive positioning.

• He or she will thrive in fast-paced dynamic environments and have very strong communication and presentation skills.

• Bachelor’s Degree (master’s degree preferred) in Business, or related field.

• 15+ years of experience with solving and finds measures to improve the overall performance of sales and marketing teams or overall business combinations.

Recruitment Process and Others (This notice MUST be included in the job posting in Korea to comply with the Fair Hiring Procedure Act.)

Recruitment Process

• Application Review - Phone Interview - Onsite (or Virtual Onsite) Interview – Offer

• The exact nature of the recruitment process may vary according to the specific job and may be changed due to scheduling or other circumstances.

• Interview schedules and the results will be informed to the applicant via the e-mail address submitted at the application stage.

Details to Consider

• This job posting may be closed prior to the stated end date for application if all openings are filled.

• Coupang has the right to rescind an offer of employment if a candidate is found to have submitted false information as part of the application process.

• Those eligible for employment protection (recipients of veteran’s benefits, the disabled, etc.) may receive preferential treatment for employment in accordance with applicable laws.

• Job titles and responsibilities may be subject to change depending on the candidate’s overall experience, etc. This will be communicated to the candidate at the appropriate time before the offer.

• Hiring may be restricted in case the legal qualifications required for hiring and work performance is not met.

• This is a full-time regular position and include 12 weeks of probation period; provided, however, the probationary period may be either skipped, shortened or extended if necessary for business purposes,

Privacy Notice

Your personal information will be collected and managed by Coupang as stated in the Application Privacy Notice located below.
https://privacy.coupang.com/en/land/jobs/

Document Return Policy (This notice MUST be included in a job posting in Korea only to comply with the Fair Hiring Procedure Act.)
1. This notification is given pursuant to Article 11 (6) of the Fair Hiring Procedure Act.
2. A job applicant, who has applied but not been finally selected for a position at Coupang (the “Company”), may request the Company to return his/her hiring documents submitted pursuant to the Fair Hiring Procedure Act. However, this will not apply where the hiring documents were submitted via the website of the Company or e-mail, or where the job applicant submitted those documents voluntarily without a request from the Company. In addition, if the hiring documents were destroyed due to a natural disaster or any other reasons not attributable to the Company, such documents will be deemed to have been returned to the job applicant.
3. A job applicant who wishes to request the return of his/her hiring documents pursuant to the main sentence of paragraph 2 above should fill out a “Request for Return of Hiring Documents” [Annex Form No. 3 in the Enforcement Rule of the Fair Hiring Procedure Act] and submit It by email (). In such case, within fourteen (14) days from the date of identifying the receipt of the request, the Company will send the hiring documents to the job applicant’s designated address via registered mail. Please be informed that the job applicant is required to pay the postage on the registered mail.
4. In preparation for a job applicant’s request for the return of hiring documents pursuant to the main sentence of paragraph 2 above, the Company shall retain the original hiring documents submitted by the job applicant for 180 days from the completion of the recruiting process. If no request is made until the end of this period, all his/her hiring documents will be destroyed immediately in accordance with the Personal Information Protection Act.
5. The above paragraphs 1 - 4 shall only apply when the labor-related laws of Korea govern the application. They are otherwise not applicable.