Audrey Texier Conseils
Head of Seller Revenue
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OnCommerce is constantly evolving. Everyone here plays a hands-on role in shaping what comes next, building brands that make an impact across global markets. There's no red tape or rigid corporate structure; just smart people taking ownership and figuring things out as we build something big together. The pace is fast, priorities shift, things aren't always perfectly set up, and you'll often need to get stuck in and solve problems. But if you thrive in that kind of environment, you'll have real influence, real ownership, and the chance to grow with a rapidly scaling business.
Role purpose
Lead the Seller Revenue function across OnCommerce, supporting OnBuy, easyShop and Comet. The role is accountable for the total commercial performance of the post-payment seller lifecycle, turning paid sellers into active, trading and advertising sellers while retaining commercially valuable sellers at risk of cancellation.
This is an automation-first commercial leadership role. The Head sets the strategy, targets, investment priorities and intervention model. The Seller Lifecycle Revenue Manager owns automated journey delivery, while the Seller Success Manager owns approved one-to-one interventions.
Mission
Grow sustainable, incremental revenue from sellers after sign-up by combining scalable lifecycle automation with selective, evidence-based human intervention.
Commercial accountability
- Seller activation and sign-up-to-active conversion
- New Seller, New Product GMV and sellers reaching £1,000 GMV within 90 days
- Boost adoption and revenue
- Retail Media adoption and revenue
- International seller expansion and associated GMV, where included in the agreed functional scorecard
- Subscription upgrade revenue, where included in the agreed functional scorecard
- Cancellation salvage and retained GMV/revenue
- Revenue-team cost efficiency and functional P&L performance
Key Responsibilities
Set seller activation strategy
- Set activation targets and priorities across verification, listings, first sale and early GMV.
- Hold the Seller Lifecycle Revenue Manager accountable for automated activation journeys and performance.
- Identify recurring barriers that require action from Product, Operations, Data or other teams.
- Prioritise interventions according to commercial value and expected incremental return.
Grow seller monetisation and advertising revenue
- Own total Boost and Retail Media revenue targets.
- Define priority seller segments, use cases, propositions and commercial opportunities.
- Approve material incentives, credits, offers and campaign investment within agreed authority.
- Ensure advertising is positioned as a seller-growth tool and that activity is targeted, measurable and commercially justified.
- Hold the Seller Lifecycle Revenue Manager accountable for automated adoption and the Seller Success Manager accountable for approved direct intervention.
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Lead lifecycle automation
- Set the commercial strategy, priorities and success measures for automated seller journeys.
- Agree the behavioural triggers, commercial milestones and intervention rules that journeys must support.
- Provide clear direction to the Seller Lifecycle Revenue Manager, who is responsible for journey design, campaign execution, testing and optimisation.
- Reduce reliance on commissioned human intervention where automation can achieve an equal or stronger commercial return.
Govern selective human intervention
- Approve seller cohorts for allocation to the Seller Success Manager based on expected incremental value.
- Agree seller-level revenue baselines, control or comparison approaches, attribution periods and commission rules.
- Ensure a clear handoff from automated lifecycle activity to direct seller outreach.
- Measure incremental revenue after intervention and stop activity that does not demonstrate a positive return.
- Prove the commercial model before recommending additional headcount.
Own cancellation salvage strategy
- Set cancellation-salvage targets and commercial prioritisation rules.
- Ensure cancellations are segmented by value, reason and salvageability.
- Hold the Seller Lifecycle Revenue Manager accountable for automated prevention and salvage journeys.
- Direct the Seller Success Manager towards commercially valuable and recoverable sellers.
- Measure sellers, GMV, subscription and advertising revenue retained.
Operate the Seller Revenue P&L and scorecard
- Maintain clear line of sight over revenue, team cost, commission, tooling and communication expenditure.
- Own the functional scorecard, forecast and reporting rhythm.
- Agree metric definitions, baselines and attribution rules with Data and Finance.
- Distinguish total outcomes, automation-led outcomes and human-intervention outcomes.
- Maximise incremental revenue while maintaining disciplined cost-to-revenue economics.
Shape the Seller Experience product
- Act as the senior commercial stakeholder for the Journey product, which remains owned by the Head of Seller Experience.
- Prioritise Revenue requirements and commercial use cases using evidence supplied by the team.
- Identify journey friction and sponsor measurement, experimentation and adoption.
- Recommend product improvements and ensure delivered capabilities are commercially activated.
- Do not own the underlying product or engineering roadmap.
Decision rights
- Approves seller-revenue priorities, targets and quarterly scorecard weightings.
- Approves material incentives, credits, offers, tooling and campaign expenditure within delegated authority.
- Approves cohorts and commercial rules for human intervention.
- Signs off attribution methodology, baselines and commission treatment with relevant stakeholders.
- Escalates material product, data, operational or investment decisions to the appropriate owner.
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Team leadership
- Lead the Seller Lifecycle Revenue Manager and Seller Success Manager.
- Set clear accountabilities that distinguish automated lifecycle delivery from direct seller intervention.
- Establish weekly commercial operating rhythms and quarterly priority reviews.
- Build a culture based on evidence, experimentation and measurable commercial outcomes.
- Coach the team to distinguish activity, correlation and incremental impact.
Requirements
- Senior commercial leadership experience in marketplace, ecommerce, SaaS or digital-platform revenue.
- Experience owning revenue targets, forecasting and a functional P&L.
- Strong understanding of lifecycle, activation, retention and customer monetisation.
- Experience using data to prioritise cohorts, set baselines and assess incremental value.
- Working knowledge of CRM, automation and behavioural communications, with the ability to lead specialists rather than duplicate their delivery role.
- Experience designing incentive or commission models.
- Ability to work effectively with Product, Data, Finance, Marketing and Operations.
- Comfortable operating hands-on while maintaining clear delegation and accountability.
- Experience selling or growing advertising products at scale is advantageous.
Benefits
The salary on offer for this role is up to £90000 per annum depending on experience + significant equity.
We also offer the following benefits:
- Company Equity
- 25 days annual leave + Bank Holidays
- 1 extra day off for your Birthday
- Employee Assistance Programme
- Perks at Work benefit platform
- Opportunity to work abroad for up to 4 weeks (certain locations not permitted)
- This role is Hybrid (3 days a week) from our Manchester Office.
Our Commitment
OnBuy is an equal opportunities employer. We are dedicated to creating a fair and transparent workforce, starting with a recruitment process that does not discriminate on the basis of gender, sexual orientation, marital or civil partnership status, pregnancy or maternity, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability, or age.
Just a heads up — we never use WhatsApp. or any messaging apps to contact candidates If someone reaches out this way, it isn't us and let the recruitment team know.
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