Senior Key Account Manager Japan

Catawiki; United States; Remote; USD 76,000 - 114,000; Full time

Benefits offered by this job

Catavoucher upon joining

Birthday Catavoucher

Extra day off for personal passion

Travel for seller meetings

Job summary

Catawiki is expanding its luxury sales team and seeks a Senior Key Account Manager based in Japan, working remotely with Asia/Europe colleagues. You will manage top Japanese sellers in Watches, Jewellery and Fashion, driving growth via tailored account plans and API integrations.

You'll collaborate with international sales and category teams to improve seller performance, expand supply, and resolve challenges. Travel to seller meetings/tradeshows may be required as part of the role.

Qualifications

• Proven experience managing strategic or high potential business accounts and delivering measurable commercial growth.
• Strong account planning skills with data-driven prioritization.
• Commercial judgement and negotiation skills for long-term partnerships.

Responsibilities

• Build trusted relationships with high-potential Japanese sellers across Watches, Jewellery and Fashion.
• Develop tailored account plans to drive sustainable growth.
• Use performance data, seller insights and market trends to identify opportunities and risks.
• Lead regular seller reviews and follow-up on actions and commitments.
• Help sellers improve supply quality, range and consistency across categories.
• Coordinate with category teams and Business Development for smoother handovers.
• Onboard and guide sellers through API integrations and set realistic price positioning.
• Negotiate commercial terms and align with seller potential and demand.
• Maintain accurate account plans and forecasts in HubSpot.
• Share market insights with internal stakeholders to enhance the seller experience.

Skills

Strategic accounts

Account planning

Negotiation skills

CRM tools

Tools

HubSpot CRM

Wasabi API

Job description

Location: Japan

At Catawiki, every day brings the extraordinary! Whether it’s Daniel Ricciardo’s Formula 1 Car, Woolly Mammoth’s Skeleton, Lady Gaga's Jumpsuit or Usain Bolt’s running shoe, we encounter exceptional objects every day.

We’re a one-of-a-kind marketplace for buying and selling special objects. Each week, more than 100,000 unique items are auctioned, all carefully curated by our passionate in-house experts.

Having sold over 25 million unique objects, our mission is to become the world’s most popular destination for special objects. As a growing, diverse and sustainable scale-up, we proudly live by three core values. If these values resonate with you, we’d love to explore how you can join us.

• Taking ownership and driving impact
• Being open to change and feedback
• Being passionate about our mission and our customers.

About the Role

Japan is one of Catawiki’s fastest growing markets. To support that growth, we are expanding the local account management team. As Senior Key Account Manager, you will manage and grow relationships with high potential professional sellers in Japan. Your portfolio will include sellers across Watches, branded Jewellery and Fashion. Many sellers operate across several of these categories, so you will take a broad view of their business and help them make the most of the opportunities across Catawiki.

You will use account performance, seller insights and customer demand to build clear growth plans. You will work closely with the international Sales team and our category teams to improve seller performance, develop new supply and resolve challenges. The portfolio is expected to grow through continued handovers from Business Development and the Wasabi API connection.

You will work remotely from Japan and collaborate with colleagues across Asia and Europe.

What You’ll Do

• Build trusted relationships with a portfolio of high potential Japanese sellers and understand their goals, business models and inventory.
• Develop tailored account plans that support sustainable growth across Watches, branded Jewellery and Fashion.
• Use seller performance, customer demand and market insights to identify opportunities, address risks and set priorities.
• Lead regular seller reviews, agree actions and follow through on commercial and operational commitments.
• Help sellers improve the quality, range and consistency of their supply across relevant categories.
• Identify opportunities to grow sellers beyond their current category focus and coordinate with the relevant category teams.
• Support a smooth transition for sellers handed over by Business Development and help them establish strong ongoing performance.
• Onboard and guide sellers through API integrations, explaining the steps required from their side and setting clear expectations around sales potential and realistic price positioning for their inventory.
• Negotiate commercial agreements and align expectations with seller potential, customer demand and Catawiki’s commercial framework.
• Keep account plans, performance updates, forecasts and follow up actions accurate in HubSpot.
• Share seller feedback and market insights with internal stakeholders to improve the experience for Japanese sellers.
• Collaborate with colleagues across Sales, category teams and operational functions to resolve issues and deliver account plans.

What You’ll Bring

Required experience and skills

• Proven experience managing strategic or high potential business accounts and delivering measurable commercial growth.
• Strong account planning skills, with the ability to turn performance data and seller insights into clear priorities and actions.
• Commercial judgement and negotiation skills, with a focus on long term, profitable partnerships.
• Experience using data and CRM tools to monitor account performance, forecast results and manage follow up.

  Helpful experience

  • Experience in pre owned luxury, particularly watches, branded jewellery or designer fashion.
  • Experience growing accounts across multiple categories or markets.
  • Knowledge of cross border ecommerce, international logistics or trade between Japan and Europe.
  • Experience with marketplace integrations, API connected sellers or high volume inventory.
  • An existing network among Japanese luxury resale businesses, retailers or professional sellers.

  Where you'll Be

  This is a fully remote position based in Japan, with occasional travel for seller meetings or tradeshows. You’ll be part of our global Luxury Sales team, working closely with colleagues across Europe and Asia.

  Why You'll Love Working with Us
  • Create a visible impact by working at scale in a global organisation serving millions of customers across 80+ categories. In our flat structure, every role has a broad scope and directly impacts both our customers and the business.
  • Learn and grow through our Learning & Development initiatives, including clear development plans and mentorship programmes to support your career progression.
  • A culture of connection defines us. We’re a passionate, diverse team of 800+ Catawikians representing 60+ nationalities. We foster an inclusive and queer-friendly environment where everyone is encouraged to bring their full self to work.
  • Celebrate life’s moments with us. You’ll receive a €100 Catavoucher when you join, a €50 Catavoucher on your birthday, and an extra day off each year to “Pursue Your Passion”. We also offer additional leave for key work anniversaries and important life events. Benefits may vary by location.
  Our Offices and Way of Working

  Our vibrant offices in Amsterdam and Lisbon are designed to inspire collaboration. Most Catawikians operate in a hybrid setup, combining office-based and remote work, with a minimum of two days per week in the office, unless a role is explicitly stated as fully remote or fully office-based.