Sr. Account Executive I, Enterprise Sales

About the Company

Rakuten International is a division of Rakuten Group, Inc., a Japanese global technology leader in services that empower individuals, communities, businesses, and society. Headquartered in San Mateo, California with more than 4,000 employees worldwide, the Rakuten International business portfolio includes market leaders in e-commerce, digital marketing, advertising, communications, and entertainment. We create products and services that provide exceptional value by aligning members and the businesses that want to engage them in a shared community. Rakuten is a leading shopping platform offering Cash Back on purchases from thousands of brands across apparel, health and beauty, dining, grocery, travel, on-demand services, subscription boxes, and more. Since its founding in 1999, Rakuten has become the largest and most rewarding shopping experience, with members earning $4.6 billion in Cash Back.

About the Role

We are seeking an experienced Sr. Account Executive to manage a portfolio of merchant partners generating between $20M and $100M in annual revenue. This role is responsible for driving revenue growth, ensuring client satisfaction, and fostering strong relationships with key decision-makers. The Sr. Account Executive will leverage deep performance marketing expertise to develop strategic plans that align with both internal objectives and client goals while delivering a superior level of service and results.

Responsibilities

• Own revenue targets for a set portfolio of merchant partners, ensuring profitability of deals while achieving semi-annual growth targets.
• Develop and execute strategic plans that align with merchant objectives and maximize revenue opportunities.
• Analyze and forecast deal structures, trends, and performance metrics to identify growth opportunities.
• Lead the development and delivery of pitches and proposals for new opportunities within existing accounts.
• Conduct regular business reviews (monthly, quarterly, semi-annual, as determined by leadership) to track progress, optimize performance, and identify new opportunities.
• Build and maintain relationships with key decision-makers at merchant organizations to enhance partnerships and drive long-term success.
• Act as the client advocate, ensuring needs are met while aligning with Rakuten’s strategic priorities.
• Partner with internal teams (Account Managers, Revenue Planning, Executives, Marketing, Business Intelligence, Product, etc.) to ensure seamless execution and support for merchant initiatives.
• Provide coaching and guidance to Account Managers to help them develop and refine client strategies.
• Collaborate with Finance and Accounting teams on collections and ensure seamless resolution of account-related technical issues.
• Represent Rakuten at industry events and conferences, positioning the company as a leader in the performance marketing space.
• Stay up to date on industry trends, competitive landscape, and best practices to continuously enhance the value provided to partners.

Requirements

• Bachelor’s degree in a relevant field (Business, Marketing, Economics, or related).
• 5–7 years of experience in account management, sales, or business development, preferably in performance marketing, affiliate marketing, or digital advertising.

Qualifications

• Strong track record of driving revenue growth and managing high-value merchant relationships.
• Experience in structuring, forecasting, and negotiating deals with a deep understanding of financial and performance metrics.
• Proven ability to develop and deliver compelling presentations and pitches for complex products and partnerships.
• Strong analytical skills to interpret performance data, identify trends, and develop actionable insights for merchant partners.
• Ability to think strategically and craft tailored solutions that align with both client objectives and Rakuten’s business goals.
• Excellent communication, negotiation, and presentation skills to engage senior stakeholders and decision-makers.
• Ability to influence cross-functional teams and drive alignment across different departments.

Company Principles

Our worldwide practices describe specific behaviors that make Rakuten unique and united across the world. We expect Rakuten employees to model these 5 Shugi Principles of Success:

• Always improve, Always Advance - Only be satisfied with complete success - Kaizen
• Passionately Professional - Take an uncompromising approach to your work and be determined to be the best
• Hypothesize - Practice - Validate – Shikumika - Use the Rakuten Cycle to succeed in unknown territory
• Maximize Customer Satisfaction - The greatest satisfaction for our teams is seeing their customers smile
• Speed!! Speed!! Speed!! - Always be conscious of time - take charge, set clear goals, and engage your team

Pay

At the time of posting, Rakuten expects the base compensation for this role to be within the range of USD $91,044.00 - $157,248.00 annually. Individual compensation will vary based on job-related factors, including skills, qualifications, experience, business need, and geographic location. The successful applicant will also be eligible for a discretionary bonus.

Benefits

• Health, vision, and dental insurance
• 401k matching
• Paid Time Off (PTO)
• Volunteer Time Off (VTO)
• Other employee benefits as implemented by the company