The Opportunity

Wholesale is a growing, strategically important channel for ettitude, spanning key accounts like Nordstrom and Costco, boutique retail via Faire, a trade program for interior designers, and a corporate gifting business. Today, the channel works. But it is under-optimized and too dependent on the founders.

We are looking for a Senior Wholesale Account Manager who will fully own this channel: managing existing accounts, driving revenue growth, opening new business, and leading our highest-stakes account relationship — Costco US — with clear ambitions to expand it internationally.

This role reports directly to the Co-Founder & President. Over time, this role has a clear path to Head of Wholesale.

This is not a relationship maintenance role. It is a commercial leadership role for someone who wants full ownership of a growing channel at a brand they believe in.

What You'll Own

Account Management & Revenue Growth

· Own all existing wholesale relationships as the primary point of contact for buyers across key accounts, boutiques, trade, and gifting

· Drive account growth through strategic assortment expansion, seasonal planning, and promotional calendar management — including major retail moments like BFCM and holiday

· Monitor and act on sell-through, rate of sale, markdowns, and account profitability — using retail math to drive decisions, not just report on them

· Lead quarterly business reviews with key accounts, bringing recommendations and insights, not just updates

Costco Ownership — Critical

· Take full ownership of the Costco US account relationship and roadmap — currently founder-managed and one of the highest-stakes accounts in the business

· Drive expansion from US into international markets: Canada → Australia → UK → Asia

· Manage all Costco-specific compliance, EDI, and operational requirements in close partnership with Operations

New Business Development

· Build and execute a proactive outbound pipeline to open new wholesale accounts across home, bath, apparel, and lifestyle

· Identify accounts that align with ettitude's premium, sustainability-forward brand positioning — not just any door

· Develop ettitude's presence at relevant trade channels, platforms, and market moments

Program Ownership

· Own the boutique program via Faire or equivalent: account health, assortment updates, sell-through optimization

· Manage and grow the trade program for interior designers: onboarding, communication, account performance

· Scale the corporate gifting program as a high-margin incremental revenue stream

Cross-Functional Coordination

· Partner with Ops and our 3PL on fulfillment execution, inventory availability, and order accuracy

· Work with Marketing on campaign alignment, channel-specific promotions, and brand consistency

· Direct our Wholesale Ops & Marketing Assistant on execution tasks: order processing, reporting, communications

· Maintain accurate wholesale reporting and contribute to monthly close and KPI review

Experience — Must-Haves

· 5+ years in wholesale account management or B2B sales, in premium or elevated consumer brands — home, bath, apparel, or lifestyle

· Demonstrated ownership of major retail accounts — department stores, club retail, or national specialty. Costco or club retail experience is a meaningful differentiator

· A clear track record of growing accounts, not just maintaining them — you can name the accounts,



the starting point, and the outcomes you drove

· You have personally opened and grown wholesale accounts at a lean company (roughly 50 people or fewer, or an equivalently lean division) without sales ops, planning, or analyst support behind you. If your wins all happened inside large, well-resourced sales organizations, this role will feel very different from what you know.

· Familiarity with EDI, retail compliance, and dropship programs

· Strong retail math fluency — you think in margin, sell-through, and turn, and you use that thinking to make decisions and influence buyers

Experience — Solid Positives

· Boutique retail or platform-based wholesale experience (Faire, NuOrder, RangeMe)

· Experience with trade or interior design programs

· Systems proficiency: Shopify, B2B wholesale platforms, EDI tooling

· Experience across multiple wholesale sub-channels (key accounts + boutique + gifting)

· Experience taking over a channel from a founder or predecessor

Skills

· Excellent written and verbal communication — you can run a buyer meeting as confidently as you can write a strategic brief

· Analytically driven — you pull your own data, build your own reports, and make recommendations from what you find

· Highly organized and autonomous — you run your own book of business without being managed

· Open to using AI tools, automation, and new systems to work smarter and improve how the channel runs

Taste & Brand Alignment

· Genuine appreciation for premium product, sustainable design, and the story behind what you're selling — you can speak credibly about why ettitude is different

· Strong aesthetic sensibility — you understand the difference between commodity wholesale and brand-building wholesale

· Curious about materials, craftsmanship, and category — this is not a box-moving role and we are not looking for someone who treats it as one

What Great Looks Like at ettitude The strongest person in this role:

· Walks into a buyer conversation with a point of view, not just a line sheet

· Treats the channel like their own P&L; — proactively, not reactively

· Builds trusted relationships without compromising on what's good for the business

· Communicates clearly and early — flags issues before they become problems

· Learns fast, adapts quickly, and finds better ways to do things without being asked

· Has low ego and high accountability

· Is comfortable working without a playbook and building one as they go

Mindset & Ways of Working

At ettitude, mindset matters as much as experience. We are a lean, founder-led team moving quickly. The people who thrive here are:

· Ownership-driven — they treat their accounts and their work as their own responsibility

· Commercially sharp — they understand the business, not just the relationship

· Proactive — they don't wait to be told; they see what needs doing and do it

· Low ego — they work collaboratively across functions and don't protect turf





· Adaptable — they are comfortable with ambiguity and build structure where it's missing

· Gritty — they push through difficulty without drama

If you are looking for a well-resourced, process-heavy corporate sales environment, this is not the right role. If you want real ownership, a direct path to building something significant, and the autonomy to run a channel the way you believe it should be run — this is it.

What Success Looks Like in 12 Months

· You have fully taken over day-to-day wholesale from the founders

· Costco US is growing and the groundwork for Canada and other international market expansion is underway

· Net wholesale revenue has grown 15–25% YoY through account growth and new business

· At least 2–3 meaningful new wholesale accounts are open and generating revenue

· The boutique, trade, and gifting programs have structured ownership, clear KPIs, and are on an upward trajectory

Why Join ettitude

· Real ownership from day one. You will take over a channel currently run by the founders.

· Direct access to leadership. You will work closely with the President and have visibility into how the broader business is run.

· A clear path upward. This role has a defined trajectory to Head of Wholesale as the channel and company scale.

· A brand worth selling. ettitude is a genuinely differentiated product in a growing category — you will not struggle to believe in what you're representing.

· A team that values curiosity, accountability, and impact — not politics, process, or title.

Compensation & Structure

We structure this role for ownership, and the upside is real:

· Engagement: independent contractor at approximately 30 hours per week, or full-time for the right person. Monthly base retainer, with a range of $4,000 to $4,500 USD per month for the contractor structure (full-time salary equivalent discussed individually).

· Commission on new business you originate: up to 10% of first-year revenue on full-price accounts you open, with ongoing rates in years two through five. Reactivating dormant accounts from our history also pays a commission.

· Program launch bonuses: one-time bonuses for landing major new programs at existing key accounts, such as roadshows and new market launches.

· Annual channel performance bonus tied to total wholesale revenue across the channel, regardless of who originated it.

One thing we say up front because we value transparency: our largest established key accounts, including Costco, are managed under existing commercial structures. Your commission upside is concentrated in the new business you originate, the programs you launch, and total channel growth. If most of your comp expectation rides on inheriting commission from accounts that already exist, this is not that role. If you back yourself to build, the structure rewards exactly that.

How to Apply — Please Answer These Three Questions

Applications without specific answers will not advance. Two sentences each are fine; names and numbers matter more than polish.

· 1. Name the largest wholesale account you have personally owned: the retailer, roughly where its annual revenue started under you, and where it ended.

· 2. Name one account you opened from scratch: who the buyer conversation was with (role, not name, is fine), and what the first-year revenue was.

· 3. Describe one pricing or assortment decision that was yours alone, not recommended to someone else who decided. What happened?

📌 Senior Wholesale Account Manager (Canada)
🏢 ettitude
📍 Canada