Director, Account Management (Supply)

DIRECTOR, SUPPLY ACCOUNT MANAGEMENT About Paraform. Paraform powers the next generation of recruiting firms — helping top recruiters build six- and seven-figure businesses while they hire for companies like Ramp, Decagon, and Hightouch. We treat recruiters as entrepreneurs, not vendors, and we build the infrastructure that powers their businesses. We're an early-stage, fast-moving team combining a network of expert recruiters with agentic AI tooling. The role. We're looking for a builder-leader to own and scale the account-management engine on our supply side. This is not SaaS customer success; there are no annual contracts and no renewals. Your job is the economic health of thousands of independent recruiter businesses: how many are active, how fast they place, and how much of their effort lands on our platform. You'll design a tiered, verticalized account motion for our concentrated top of supply and build a programmatic, product-led motion for the long tail that no human can cover. You'll manage a growing team of managers and ICs, promote your own bench, and partner with Product to turn operational friction into automation. What you'll do - Build the tiered + verticalized architecture. Design high-touch incubation for the recruiters who drive most of our placement volume, segmented by vertical, and build automated, milestone-triggered engagement for the long tail — without burning out the team on recruiters a human can't move. - Own supply activation and retention economics. Maximize active, placement-producing recruiters and defend against the silent killer of a marketplace: dormancy in the tail. - Lead leaders and build the bench. Promote high-output ICs into first-time managers, de-risk those bets, and hire elite external operators. Manage through layers as the org grows past its current shape. - Act as a product partner and demand-side delivery partner (ops as product). Treat recurring recruiter problems as systems problems. Turn manual plays into specs, features, and AI-agent capabilities instead of asking for more headcount. Work closely and collaboratively with demand-side counterparts to drive liquidity in the marketplace. - Diagnose with data. Use modern AI data tools to find where liquidity is leaking — cohort drop-offs, over-exploited top recruiters, under-fed new supply — and run precise interventions. What we're looking for - 6+ years scaling supply-side operations or account management in a marketplace or high-growth, target-carrying commercial environment — and real time managing managers, not just flat IC teams. - Marketplace native. You think in liquidity, activation, earnings distribution and switching costs, not NRR and health scores. You see recruiters as small-business owners with zero switching costs. - Builder who scales. You've built a playbook from scratch, run it yourself, and handed it to a team — and you can show the evidence it scaled. You're allergic to permanent manual friction. - Leader of leaders in rapidly scaling environments. You've promoted first-time managers and hired externally in a fast, under-structured environment — and you can name the bets that worked and the ones that didn't. - Data curiosity. You don't need to write SQL, but you know exactly what to ask the data, how to validate it, and how to design hypothesis-driven experiments to inflect it. Why you'll love it - Company-defining leverage. The supply you steward enables platform GMV. Driving breadth and depth of recruiter engagement is a top-line lever. - Build 0 to 1. Like Uber's early driver ops or DoorDash's merchant success, you'll build a marketplace supply org's operating system — then automate it. - Real ownership. You own the architecture, the team, and the number. ABOUT PARAFORM: Paraform is a marketplace modernizing one of the largest and most fragmented markets in the world: hiring. We partner with industry leaders like Decagon, Palantir, Rippling, Abridge, and Hightouch to hire world-class talent, and are growing quickly - 8×-ing revenue last year. Paraform is the first end-to-end AI recruiting marketplace that connects companies with thousands of specialized recruiters and AI agents that work together to fill roles faster and more accurately. Our mission is to make hiring fast, reliable, and scalable for every company in the world. At Paraform, we believe recruiting works best when the right people are working on the right problems, combining human judgment with AI that truly understands hiring. That’s why we’re building a new foundation for how companies hire, bringing together specialized recruiters and modern AI tools. We treat recruiters like entrepreneurs, not vendors – and we’re building the financial, operational, and technical infrastructure that powers their success. We are backed by the best investors and technology leaders: Scale, Felicis, A*, BOND, Liquid 2, DST Global, the founders of YouTube, Instacart, Canva, and more.