Key Merchant Account Manager

Salary Competitive

We’re changing the way people enjoy wine, and consequently disrupting one of the oldest industries on the planet. By harnessing the power of technology and social behavior, we’ve created the world’s largest - and smartest - wine community and marketplace. Over the next ten years, the global market for online wine sales is expected to grow significantly, and Vivino will be at the forefront of this growth. Now is the time to join a fast-paced and growing team.

Remote optional and reporting to the Director of Operations, Americas, the Key Account Manager is responsible for the account management and growth of our biggest marketplace partners in the US and responsible for prospecting and attracting new merchants with the same or greater potential.

You will contribute to scaling Vivino’s marketplace by owning key merchant accounts and driving merchant financial and operational performance.

You are the right fit for this role if you have experience selling at the C-level as well as multiple levels within the food and beverage industry, have a track record of growing them successfully, have experience doing so for a large marketplace, and have an understanding of the US wine industry. 

Grow and scale our marketplace partners in the US

In this role you will be responsible for holistically owning the relationship with our top US merchants as their first point of contact. You will develop financial goals and hold bi-weekly check-ins to review operational performance and discuss opportunities for growth. As our Key Account Manager, US, you will also partner with the merchant success team to monitor the merchant’s operational KPI’s and work with merchants who are struggling to meet them. 

Other key responsibilities as a Key Account Manager, US include:

  • Prospect new merchants in desired locations, with an attractive product catalog and eCommerce presence 

  • Execute adding new and growing existing top-tier merchants as aligned with sales and growth goals.

  • Negotiate key business terms related to commission, shipping, discounts, etc. including contract signing

  • Provide feedback from merchants about their expectations and product needs

  • Collaborate with leadership to develop and execute strategic plans for US merchant growth.

  • Understand the merchant onboarding process and support new key merchants through this journey

  • Act as a liaison between the merchants and Vivino stakeholders, including Wine Sourcing, Merchant Success Managers, and our external customer service partner

  • Partner with the Business Intelligence team to develop relevant reporting for merchants and goal tracking tools for internal analysis

  • Identify opportunities to improve the marketplace merchant experience.

  • Partner with Merchant Success Managers to enforce Merchant policies and SLAs to ensure the best possible buying experience for the Vivino user and fair expectations of merchants

  • Support Finance and Accounts Receivable with any outstanding merchant payments

Highly attentive and organized team player with a strong analytical and data-driven mindset.

We are searching for a candidate who is experienced in managing a portfolio of key clients for a growing organization with a proven track record of results and growth in an eCommerce and/or Marketplace environment. We imagine you are highly organized, goal-oriented and that you excel in generating and managing your own pipeline. Also, to thrive in this role, the ideal candidate is comfortable with data, as a high level of data analysis is required and has experience in CRM systems like Salesforce. Furthermore, we are looking for someone who is self-driven, a team player and has interpersonal skills, and can adjust to the circumstances of collaborating across different time zones, languages, and business cult.

Adding to the description above, we also envision that you have and can demonstrate:

  • 3+ years experience in account management or a key account support role

  • Demonstrated success in building relationships using a consultative and sometimes creative approach, and you are an attentive listener. 

  • You are analytical and data-driven. Your approach to selling is grounded in taking action only once sufficient data is available to tell the story.

  • You love the fast-paced environment of a start-up and can prioritize without being overwhelmed.  

  • You have been creative in previous jobs and have found new ways to accomplish what you want as necessary.

  • You can still comfortably determine next steps even when faced with ambiguity. 

  • Analytical mindset, with experience in Excel and Looker or similar tools


Vivino is the world's largest online wine marketplace and most downloaded wine app, powered by a community of millions. Vivino's unique wine shopping experience leverages community data to suggest personalized wine recommendations for each individual user. In addition to making wine discovery fun and effortless, Vivino is the best place for wine drinkers to buy wine. The Vivino app is available for download on Android and Apple devices.

We are a fast-paced, growing team with offices in San Francisco, California, and Copenhagen, Denmark. We also have teams worldwide in the UK, Netherlands, Italy, Spain, Germany, France, Ireland, Australia, Shanghai, and Hong Kong.

Our team is passionate about our core purpose - to empower people everywhere to enjoy wine to the fullest. We do that every day by building technology and leveraging data that puts the power back in the hands of the consumer. We do not see wine as a commodity but as an offering of a cultural experience that was once out of reach for many but is now open to everyone.

Our five core values are:

  • Always Strive for Better

  • Work Together

  • Earn and Offer Trust

  • Be Approachable

  • Lead with Data

Commitment to diversity and inclusion Vivino is an equal opportunity employer and prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin or ancestry, age, disability, marital status, and veteran status any other characteristic is protected by applicable law.


Perks and benefits

This job comes with several perks and benefits

Free lunch
Free lunch

Enjoy a free catered lunch with your colleagues, every day.

Flexible working hours
Flexible working hours

Time is precious. Make it count. Morning person or night owl, this job is for you.

Free coffee / tea
Free coffee / tea

Get your caffeine fix to get you started and keep you going.

Near public transit
Near public transit

Easy access and treehugger friendly workplace.

Social gatherings
Social gatherings

Social gatherings and games; hang out with your colleagues.

Free office snacks
Free office snacks

Peckish after lunch? We got your back with soft drinks, treats and fruit.

See all 14 benefits

Working at

Vivino is the world's largest online wine marketplace and most downloaded wine app, powered by a community of millions. Vivino’s unique wine shopping experience uses community data to suggest personalized wine recommendations, making wine discovery and purchase fun, accessible, and effortless for wine drinkers of every level. The Vivino app is available for download on Android and Apple devices.

Read more about Vivino

Similar jobs

Translator and Project Manager
Textual - Scalable Content Platform Remote Full-timePart-time
Sr. Customer Success Manager Barcelona
Actimo - a Kahoot! company Remote Full-time
Self defined job position - Carve your own future; Tell us what you can do for our Game Studio
Gamucatex Remote Full-timePart-time