Key Account Lead

A partnership-driven commercial leadership role, built from the ground up: help Vietnam's best sellers grow, lead a small team as it forms, and own the outcome end to end.

Your mission

Make merchOne the partner Vietnam's serious sellers grow with, and own the Key Account relationships that make that true.

When our sellers grow, we grow with them. From our Ho Chi Minh City office you will own the growth and retention of a Pro seller portfolio, bring new sellers on board, and have the local authority to move at the speed this market expects.

This is a founding leadership role. Vietnam Key Accounts is a brand-new function with a small team today: one KAM and you. There is no inherited playbook and no process waiting for you. You shape how it runs, lead the person already here, carry your own portfolio, and grow the team as the numbers earn it, in that order.

In a nutshell- build the function, own the growth and retention of your Pro seller portfolio, stay hands-on, and lean on AI to cover more ground yourself.

What You Will Do

The real work: build first, reliability always, growth throughout.

• → Build the function, not inherit it. There is no existing process or playbook here yet. You set how we work, how we segment, price, forecast and run peak, and prove it works before we scale it.
• → Help your sellers win, reliability first. For cross-border sellers, product cost, shipping economics and on-time delivery are the relationship. Keep yours competitive and reliably delivered to US and EU customers, and help sellers grow into new categories, markets and channels.
• → Own peak season. Vietnam POD lives and dies by peak (Valentine's Day through Christmas): plan capacity with production ahead of the surge, protect SLA, and get your partners ready for their biggest weeks.
• → Structure deals that work for both sides. Pricing, volumes, rebate logic that rewards growth, and levers like payment terms, plus the judgment to back the deals that are durable, not just big on day one.
• → Lead as a player-coach. Coach and grow the KAM already on the team, set the standard by example, and keep carrying your own portfolio and closing your own deals. You lead by doing, not from above.
• → Set the strategy and plan the market. Segment and prioritise the portfolio, choose the next categories and markets, and own forecasting and commercial planning: targets, revenue and pipeline.
• → Stay hands-on and leverage AI. Do the work yourself and lean on AI and automation as much as possible to cover more ground. You have one KAM today; grow the team as volume earns it, not before.
• → Own the outcome across functions. Be the owner sellers call when something matters, pulling production, logistics, finance and compliance together to resolve quality, SLA and shipping fast, and carry the market's reality back to HQ to shape product and roadmap.

Requirements

Must have

• → You have owned a real number, and its economics. Carried a meaningful B2B revenue target and owned its bottom line, not just its top line, with results you can show: accounts grown, revenue retained.
• → You can build a book, not just farm one. Bring new sellers on board and open accounts yourself, then grow and keep them. A founding seat needs someone who can start a portfolio, not only manage a handed-over one.
• → You lead by carrying your own number too. Comfortable coaching and growing a small team while still owning your own portfolio and closing your own deals. This is a player-coach seat, not a pure management one.
• → You have closed complex commercial deals. Real pricing, volume and rebate deals with sophisticated, often founder- or C-level buyers, built into durable partnerships rather than one-off wins.
• → You plan, forecast and decide from data. A forecast or account plan you owned and how it landed; at home in account data and a CRM, and able to present your portfolio to leadership.
• → You put AI and automation to work. Used in a real commercial workflow with a result to show: hours saved, coverage gained. We are an automation-heavy company.
• → Language and location. Native-level Vietnamese to work and build trust in-culture, strong professional English for our international teams, and based in Ho Chi Minh City, on-site.

Nice to have

• → You have gone deep on AI or automation. Built or standardised AI-assisted workflows that scaled your own output, not just used off-the-shelf tools.
• → You set direction, not just react. Designed a portfolio or account strategy that changed where time and money went, and produced a result.
• → Sector experience. High-volume e-commerce, print-on-demand, cross-border or marketplace accounts (Etsy, Amazon, TikTok Shop, Shopify, eBay).
• → Cross-border market exposure. You have sold into or worked across US and EU markets and understand how Western buyers and marketplaces behave.

Who We Are Looking For

This role rewards a builder's instinct and commercial ownership. Here is the honest test.

You will thrive here if

• → You are energised by a blank page, no playbook and a team still forming, and you would rather build the system than be handed one.
• → You are happy to be strategist and doer at once, leading by example while carrying your own number.
• → You think in durable partnerships, not one-off wins.
• → You are comfortable owning a number and its economics end to end.
• → You move fast and decide from data, not gut alone.
• → You like leading by example and raising the standard around you.
• → You want the market's reality to shape the product.

Probably not a fit if

• → You want to walk into an established team, process and playbook. Here you build all three.
• → You are used to a big-company setup where specialists and support functions handle everything around the selling. Here it is you plus one KAM, leveraged by AI.
• → You would rather execute someone else's account plan than own one.
• → You want a pure new-logo hunting seat with no retention or portfolio ownership.
• → Native-level Vietnamese and on-site in Ho Chi Minh City do not fit your situation.
• → You would rather avoid the cross-functional collaboration that peak season demands.

What We Offer

The scope is the offer, plus the essentials, done properly.

• → A founding seat build a new function and the way it runs, then grow the team as the numbers earn it
• → Real ownership a Pro seller portfolio and the local authority to run it
• → Hands-on and AI-leveraged do the real work, with AI and automation to scale it
• → A voice at HQ your market reality shapes product, roadmap and strategy
• → Automation-first an automation-heavy company that backs you with tooling
• → Local benefits health coverage, paid leave & local perks