Senior Key Account Manager - Wine at Catawiki

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 110,000 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 As a Senior Key Account Manager Wine, you own a portfolio of strategic, high value wine sellers and are accountable for driving profitable growth, retention and long term value creation. You act as a trusted commercial partner to your sellers, combining market expertise, data driven insights and strong business judgement to define and execute growth strategies. You challenge sellers on pricing, quality and strategy using data and market insight. Beyond managing accounts, you define portfolio strategy, influence category direction, and contribute to the continuous improvement of how we operate and grow the Wine category. What you’ll do • Strategic account management: You define and execute long term account strategies for your portfolio, prioritising efforts based on value and growth potential. You build strong partnerships with key sellers and lead regular business reviews, translating insights into clear actions that drive performance, retention and quality. • Commercial ownership and growth: You take full ownership of your portfolio performance, managing key KPIs such as GMV, sell rate, hammer price vs estimate and bidding activity. You identify growth opportunities, develop business cases and lead commercial initiatives that deliver measurable impact. • Data driven decision making: Ability to analyse seller level auction data and translate into actionable growth strategies. You use data to evaluate performance, proactively identify declining performance and intervene with corrective strategics, and forecast future growth. You translate complex data into clear insights and actionable strategies, balancing short term performance with long term value creation. • Stakeholder management and influence: You collaborate closely with Category Managers, Experts and Business Developers, influencing decisions and aligning stakeholders around key opportunities. You navigate complex situations and ensure cross functional alignment to drive category growth. • Market and category development: You maintain a strong understanding of the wine market and proactively identify trends, opportunities and risks. You contribute to category strategy by sharing insights, developing new opportunities and supporting the expansion of high potential sellers and partnerships. What you’ll bring • Senior account management experience: You actively prioritise your portfolio based on value, growth potential and risk, ensuring effective allocation of time and resources. You are comfortable operating autonomously and making strategic decisions in a dynamic environment. You are comfortable operating in a scaling environment with evolving processes and take initiative without full structure. • Commercial and analytical strength: You have a deep understanding of commercial drivers and financial KPIs, and you use data to guide decisions, build forecasts and prioritise effectively across your portfolio. • Stakeholder and communication skills: You are able to influence and engage stakeholders at different levels, including senior decision makers. You communicate clearly and confidently, and you are experienced in handling complex negotiations and discussions. • Market affinity and language skills: You are native or near-native in French and English, capable of complex commercial negotiations. Spanish or German is a strong advantage. Proven commercial experience in the wine trade (auction, marketplace, negotiant, importer or high-end retail). Where you'll be This role is based in Europe with flexibility to work remotely, with occasional travel for seller meetings or wine fairs. You will collaborate closely with our Luxury international Sales and Wine category teams. 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, Paris 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.