Key Account Manager - Japan

At Catawiki, every day brings the extraordinary! Whether it’s Daniel Ricciardo’s Formula 1 Car , a 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.

Your Mission

Drive GMV growth across the Japan and wider Asia seller portfolio by strengthening strategic relationships and unlocking new commercial opportunities. You will combine account management and sales expertise to improve seller performance and contribute to the overall success of the Collectables marketplace.

You will use data insights, commercial acumen, and market knowledge to shape growth strategies, while supporting and coaching other account managers to elevate team performance.

What You’ll Do

Develop a deep understanding of seller needs and guide them to improve key KPIs such as lot submissions, average lot value, and sell-through rate

Build and execute medium- and long-term strategic growth plans in collaboration with category managers and sales leadership

Analyse data to identify trends, risks, and opportunities, translating insights into actionable commercial strategies

Manage and grow key accounts by negotiating contracts and commercial terms that support long-term partnerships

Lead business reviews with sellers, turning performance data into clear actions and measurable improvements

Collaborate with internal experts and engage sellers through multiple channels to accelerate profitable growth

Coach and support account managers, sharing expertise and driving higher performance across the team

What You’ll Bring

5+ years of experience in sales and/or account management

Strong communication skills across in-person, phone, email, and cross-functional collaboration

Fluency in Japanese and English

Proven ability to build and maintain strategic relationships with key stakeholders

Strong commercial and strategic mindset with a focus on driving growth

Solid negotiation skills with experience securing mutually beneficial agreements

Ability to work autonomously with strong organisational and analytical skills

How We Work

Operate as a collaborative sales team, sharing insights, strategies, and successes across territories

Take ownership of regional strategy and seller performance within defined categories

Work closely with cross-functional experts to drive market growth and innovation

Stay closely connected to market trends to continuously refine commercial approaches

Where You’ll Be

This is a 100% remote role based in Japan.

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.

Interested?

Apply with an English CV and Cover Letter. By applying, you agree to Catawiki’s Applicant Privacy Policy. If you’re excited about this role but don’t meet every requirement, we still encourage you to apply anyway. You may be just the right candidate for this or other roles.