VAS Partnerships GM: Strategic Growth & Alliances
About Value Added Services Value Added Services (VAS) extend eBay’s core marketplace experience by adding services that increase convenience, peace of mind, and expertise for our customers. VAS powers a scalable services ecosystem across eBay’s buyer and seller journeys, including offerings such as shipping and logistics solutions, warranties and protection plans, authentication and grading, installation and repair, and other service partnerships attached to items and transactions. About The Role We are seeking a GM of VAS Partnerships to lead the commercial strategy and partner ecosystem for Value Added Services at eBay. This role reports to the Head of Advertising within the Services Business Unit and will own the end‑to‑end partnerships and commercial model for the VAS portfolio, building and scaling a services ecosystem that delivers tangible customer value while driving incremental GMV and service revenue. This role sits at the intersection of partnerships, strategy, and P&L ownership. You will be responsible for defining the partner strategy, sourcing and structuring high‑impact deals, managing ongoing partner performance, and collaborating closely with Product, Engineering, Analytics, Finance, Legal, and category teams. You will also work in close partnership with Ads, Services Product, and Focus Categories teams to create integrated commercial offerings and attach services to core experiences. What You Will Accomplish VAS commercial and partnership strategy: Define a multi‑year commercial strategy for VAS partnerships that is tightly aligned with eBay’s broader Services, Ads, and Focus Categories priorities. Segment and prioritize service domains such as logistics, protection, authentication, installation, and financial services, along with specific partners, based on customer needs, economics, and strategic fit. Develop clear theses on where to build versus partner, where to consolidate versus expand partners, how to differentiate eBay’s services ecosystem in the market, and translate this into a focused roadmap of initiatives with explicit objectives, economics, and timelines. Partner ecosystem building and deal execution: Source, evaluate, and close high‑impact partnerships with service providers across priority domains and markets to strengthen eBay’s VAS ecosystem. Lead end‑to‑end deal structuring and negotiations, including commercial terms, revenue‑sharing models, incentives, SLAs, data and reporting expectations, and governance frameworks. Partner closely with Legal, Finance, Tax, and Privacy to ensure deals are structured responsibly for sustainable scale, and codify repeatable playbooks and standard frameworks so the team can execute recurring partnership models faster and more consistently over time. P&L ownership and performance management: Own the commercial performance of the VAS partner portfolio, with accountability for service revenue, incremental GMV, attach rates, and unit economics. Define, track, and report on KPIs across services, partners, and markets, analyzing performance drivers and prioritizing actions that move the most important levers. Continuously optimize economics through pricing, packaging, and yield management, and lead regular business reviews with partners and internal leadership to surface insights, opportunities, and risks with clear recommendations. Cross‑functional leadership and integration: Work hand‑in‑hand with VAS Product and Engineering to integrate partner services into the VAS platform and buyer/seller experiences in a scalable, high‑quality way. Partner with category and regional teams to tailor VAS offerings to vertical and market needs, supported by the right GTM and merchandising plans. Collaborate with Ads and other Services lines of business to design integrated offerings (for example, Ads VAS bundles and campaigns) and serve as a key VAS voice in cross‑functional forums that connect commercial objectives with product roadmaps, marketing plans, and operational capabilities. Team leadership and ways of working: Build and lead a high‑performing VAS Partnerships team that may include partnership managers, commercial managers, and analysts. Establish clear goals, operating rhythms, and decision mechanisms that enable the team to move quickly while staying aligned with broader company priorities. Foster a culture of accountability, collaboration, and customer‑centricity grounded in data‑driven decision making and rigorous follow‑through, and represent VAS Partnerships in executive forums with concise, insight‑rich updates on strategy, performance, and upcoming decisions. What You Will Bring 10 years in partnerships, business development, commercial leadership, or related roles in technology, e‑commerce, marketplaces, fintech, logistics, or services. Proven track record of sourcing, structuring, and closing complex, multi‑party partnerships with meaningful revenue and strategic impact. Deep commercial acumen, including comfort with P&L ownership, pricing and packaging, financial modeling, and unit economics. Strong strategic thinking skills: able to break down ambiguous problems, build clear frameworks, and translate strategy into actionable roadmaps. Demonstrated ability to operate in highly cross‑functional, matrixed environments and influence stakeholders across Product, Engineering, Marketing, Finance, Legal, and regional teams. Excellent negotiation and relationship‑building skills, with the ability to build trust and alignment with senior external partners and internal leaders. Outstanding communication skills, including the ability to craft executive‑ready narratives and simplify complex topics for diverse audiences. High bias for action, ownership, and results, with a track record of driving initiatives from idea through to execution and ongoing optimization. Passion for building customer‑centric services that increase trust, convenience, and engagement in a marketplace environment. Qualifications BA/BS degree required; MBA or other advanced degree preferred. 10 years of relevant experience in partnerships, business development, strategy, or commercial leadership roles, with at least 3 years managing complex partner portfolios or service ecosystems. Experience in technology or product‑led organizations; marketplace, e‑commerce, fintech, logistics, or service‑platform experience strongly preferred. Global or multi‑region experience a plus, including working across different regulatory, commercial, and cultural contexts. Experience managing and developing high‑performing teams. Diversity, Inclusion, And Benefits At eBay, we love creating opportunities for others by connecting people from diverse backgrounds, perspectives, and geographies. Being diverse and inclusive is part of who we are and what we do each day. We are committed to ensuring that, as an employee, you feel safe, included, and able to bring your unique self to work. We offer a comprehensive and competitive benefits package designed to support you and your family’s well‑being and financial security, including health benefits, retirement programs, paid time off, parental leave, and more. Additional Details Base pay range: $135,200 - $219,500. Base pay may vary based on location, skills, and experience. Total compensation may include a target bonus and restricted stock units (as applicable), as well as a full range of medical, financial, and other benefits (including 401(k) eligibility and paid time off benefits such as PTO and parental leave). If hired, employees will be in an “at‑will” position and the Company reserves the right to modify base salary (as well as other discretionary payment or compensation programs) at any time. Remote roles are not eligible for U.S. visa sponsorship. Equal Opportunity eBay is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, veteran status, disability, or any other legally protected status. If you have a need that requires accommodation, please contact [email protected]. We will make every effort to respond to your request for accommodation as soon as possible. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. J-18808-Ljbffr
