Job Description: About Tradeshift Tradeshift is the cloud-based supply chain platform that transforms the way B2B buyers and sellers connect, transact and trade. We’re a leader in e-invoicing and AP automation, offering tools for compliant e-invoicing in 50+ countries, including China. We’re also an innovator in B2B marketplaces and embedded fintech services that bring value, opportunity and growth to any business that joins the network. Tradeshift’s vision is to connect every company in the world, creating economic opportunity for all. Today, the Tradeshift platform is home to a rapidly growing community of buyers and sellers operating in more than 190 countries. Vision: To connect every company in the world, creating economic opportunity for all. Mission: We build technologies that help companies grow by giving them access to cheaper capital, increased efficiency, and digital global trade. Tradeshift connects and empowers B2B commerce across global supply chains. We help B2B buyers and sellers grow together through technology that ensures every business has the access and tools they need to benefit fully from digital global trade.We’re a leader in e-invoicing and AP automation, offering full international compliance in 50+ countries including China. We’re also an innovator in B2B marketplaces and embedded fintech services that bring value, opportunity and growth to any business that joins the network. Seller value sits at the core of our technology proposition, and suppliers have voted Tradeshift the most reliable network on the market. Our commitment to creating value for any business that joins the Tradeshift network means suppliers onboard faster and buyers achieve their digitization objectives quicker. We establish an average of 40,000 new seller connections to Tradeshift every month. Our open platform offers seamless integration with any application you need to manage your supplier relationships. Pick a partner capable of delivering across your entire digital transformation journey - Digitize, Automate, Grow. Tradeshift has grown to over 350 people with offices in 7 countries and a Hybrid, virtual first way of working, but our focus hasn’t wavered. We believe that nothing connects a fragmented world like commerce. We digitize and connect everything that happens between a buyer and a seller, anywhere in the world. We help businesses: Connect with all their suppliers digitally Remove paper and manual processes across procure-to-pay Buy what they need faster and manage supplier risk Products: B2B Marketplace Platform for E-Procurement AP Automation Supplier Collaboration & Analytics Supplier Financing Virtual Credit Cards Professional Services Platform & Network Stats The Tradeshift network is approaching 120,000 transacting suppliers and 2.5 millions connections Buyers in 78 countries and Sellers in 97 Process approximately 2,000,000 transactions per month In excess of $20B dollars transacted on the platform monthly In July 2021, Tradeshift surpassed one trillion dollars in total value of transactions processed across its platform Role Summary: The Senior Manager of Seller Success will lead the team responsible for onboarding, retaining, supporting and expanding revenue from sellers on our network platform. This role focuses on executing the operational and strategic plan for our Seller customers - with a keen focus on program managing transformation and evolution of model at pace. The primary objective for the role is to develop and deliver a commercial strategy for the seller onboarding experience and managing the entire lifecycle of seller subscriptions, ensuring strong monetisation and effective management of seller relationships. This role will oversee processes related to subscription management, payments, and debt recovery, ensuring maximum seller retention and revenue growth through value-added services. While this is not a traditional sales role, the role will provide strategic input on pricing structures and subscription models to optimise commercial outcomes. It is a blend of both program management and strategy execution. Key Responsibilities: Leadership & Strategy: Lead and develop a high-performing Seller Success team, responsible for managing seller relationships throughout their subscription lifecycle. Identify opportunities to streamline, optimise and mature the operation of the function Ability to present strategic updates to the executive and deliver on key initiatives at pace Develop and execute strategies to drive seller onboarding, retention, and monetisation on the platform. Collaborate with cross-functional teams (Sales, Marketing, Product, Finance) to align on business goals and improve seller experience. Seller Onboarding & Retention: Oversee the onboarding process for new sellers, ensuring a smooth transition and clear communication of subscription benefits. Drive initiatives to retain sellers, reduce churn, and maximise engagement, including the development of value-added services. Identify potential sellers and work with the Sales team to ensure alignment on onboarding strategies and target audiences. Ensure effective renewals of subscriptions to retain revenue Subscription & Payment Management: Manage the subscription process, ensuring accurate billing, timely payments, and addressing any issues related to payment delays or disputes. Oversee debt recovery processes, working closely with Finance and Customer Support teams to minimise subscription payment defaults. Continuously improve the subscription lifecycle, identifying opportunities to streamline processes and enhance seller satisfaction. Commercial Insights & Pricing Strategy: Provide insights and recommendations on pricing structures, subscription tiers, and monetisation opportunities, with a focus on optimising revenue growth. Collaborate with the Product team to develop subscription models that align with seller needs and market demands. Data-Driven Decision Making: Use data analytics and performance metrics to track key performance indicators (KPIs) related to seller success, including retention rates, revenue growth, and subscription health. Regularly report on the performance of seller success initiatives, presenting insights and recommendations to senior leadership. Stakeholder Collaboration: Work closely with internal teams, including Sales, Product, Marketing, and Customer Support, to align on seller success initiatives and ensure seamless execution of strategies. Work closely with VP Customer Success and wider Executive to articulate progress and transformation Represent the voice of sellers, providing feedback to improve platform features and functionality to meet seller needs. Required Skills & Experience: Proven experience of 5 years minimum in a leadership role within seller success, account management, or customer success, preferably in a subscription-based business. Strong commercial acumen, with experience in managing subscription-based revenue models, payment processes, and debt recovery. Program management experience is desired - an ability to manage multiple streams of work and communicate progress effectively to senior stakeholders Excellent leadership and team management skills, with the ability to motivate and develop a diverse team. Ability to collaborate across departments and influence pricing strategies to maximise seller engagement and retention. Data-driven mindset, with experience using metrics to drive decision-making and process improvement. Excellent communication skills, with the ability to engage and build relationships with internal stakeholders and external sellers. Experience in identifying new sellers and guiding them through the onboarding process. Preferred Qualifications: Experience in a network or marketplace environment. Familiarity with CRM tools and subscription management platforms. Background in B2B industries and understanding of the challenges faced by sellers of various sizes. Key Competencies: Leadership & People Management Commercial Focus & Strategic Thinking Customer-Centric Mindset Data-Driven Decision Making Collaboration & Communication
