Outsourcing Strategy & Commercial Lead

Company Description
Etsy is the global marketplace for unique and creative goods. We build, power, and evolve the tools and technologies that connect millions of entrepreneurs with millions of buyers around the world. As an Etsy employee, you will tackle unique, meaningful, and large-scale problems alongside passionate coworkers, all the while making a rewarding impact and Keeping Commerce Human.

We believe exceptional companies are built by exceptional teams, and we're intentional about it. That means hiring great people, setting them up for success from day one, and giving them real reasons to grow their careers here. We invest in development that goes beyond promotions, and we foster the trust and relationships that help people do their best work together.

What's the Role?

Etsy is seeking a Senior Outsourcing Strategy & Commercial Lead to join the Outsourced Services team. This senior IC role will help build the commercial and strategic foundation of Etsy’s outsourced support ecosystem, partnering closely with the Director of Outsourcing to lead BPO strategy, vendor economics, headcount planning, partner performance, and scalable outsourced-service's execution.

This role is broader than day-to-day commercial management. This key role will act as a thought partner and execution lead across the full outsourcing lifecycle: capacity and headcount planning, commercial deal structure, vendor governance, partner accountability, contract performance, business reviews, and long-term BPO strategy.

This person will help ensure that our operating model is commercially sound, operationally scalable, and aligned to business priorities across Customer Support, Trust & Safety, Risk & Fraud, Enablement, Workforce Management, Quality, and Partner Success.

This is a full-time position reporting to the Director of Partner Management.

What does the day-to-day look like?

• Serve as the senior IC partner acting as the connective tissue across BPO strategy, commercial governance, operational performance, and outsourced-services execution.

• Help define and maintain Etsy’s outsourcing strategy, partner footprint, site strategy, capacity planning, commercial structure, and long-term vendor roadmap.

• Own and expand the commercial governance model, including pricing, service credits, incentives, penalties, gainshare/painshare opportunities, partner economics, and cost-to-serve tradeoffs.

• Partner with Workforce Management, Finance, Procurement, Legal, Enablement, TechOps and Partner Management to connect headcount plans, hiring ramps, utilization, shrinkage, efficiency, and partner staffing model decisions.

• Build and maintain scalable partner performance routines, including ABRs/QBRs/MBRs, scorecards, commercial reviews, partner accountability mechanisms, and leadership-ready partner narratives.

• Translate operational needs into commercial and contractual requirements, ensuring partner commitments support quality, training, tooling, capacity, service levels, business continuity, and future-state outsourcing goals.

• Develop reasons and recommendations for BPO investments, partner footprint changes, role/location shifts, partner consolidation, new service models, and commercial restructures.

• Maintain a clear view of outsourcing economics across partners, locations, lines of business, and support models. Identifying risks, inefficiencies, and opportunities to improve scale or cost efficiency.

• Partner with Outsourcing Partner Managers to identify partner risks, performance gaps, capacity constraints, and areas to strengthen partner execution.

• Support strategic outsourced-services initiatives, including Support Enablement, Platinum Support, H2/holiday readiness, new workflow launches, partner expansion, and future-state operating models.

• Prepare executive-ready materials that explain performance, commercial tradeoffs, partner risks, capacity implications, and strategic recommendations.

• Identify possibilities to improve the outsourced-services model through stronger commercial diligence clearer partner accountability, better governance, and more scalable BPO structures.

• Of course, this is just a sample of the kinds of work this role will require! You should assume that your role will encompass other tasks, too, and that your job duties and responsibilities may change from time to time at Etsy's discretion, or otherwise applicable with local law.
   

Qualities that will help you thrive in this role are:

• Significant experience [8 years+] in outsourcing, BPO management, commercial strategy, operations, partner management, procurement, finance, or a related field.

• Strong understanding of BPO operating models, partner economics, staffing structures, headcount planning, service levels, and partner governance.

• Successful track record in operational environments with expertise in leading large-scale partner ecosystems.

• Ability to connect commercial decisions to operational outcomes, including quality, capacity, agent readiness, customer experience, and cost.

• Strong analytical skills, including comfort working with headcount models, pricing assumptions, performance data, capacity plans, and business plans.

• Experience influencing cross-functional partners and varied range of internal teams.

• Strong written and verbal communication skills, with the ability to synthesize sophisticated commercial and operational topics into clear recommendations for leadership.

• High judgment and comfort operating in ambiguity, especially when building new governance routines, partner models, or commercial frameworks.

• Ability to operate as a senior IC: driving work independently, influencing without direct authority, and acting as a trusted thought partner to senior leaders.

Preferred Qualifications

• Experience structuring or leading BPO agreements, invoicing & pricing models, service credits, or gainshare/painshare models.

• Experience with partner footprints, including India, Philippines, Mexico, LATAM, or other markets.

• Experience supporting agent populations or multi-site outsourced operations.

• Familiarity with WFM concepts such as utilization, shrinkage, occupancy, efficiency, hiring ramps, and capacity planning.

• Experience preparing QBRs, partner scorecards, executive narratives, commercial reviews, or partner strategy materials.

• Experience supporting day to day CX operations.

Compensation & Benefits

In addition to salary, you'll be eligible for an equity package, an annual performance bonus, and our competitive benefits that support you and your family. Base salary is determined by your location, skills, and experience.

Etsy uses two geographic pay zones to reflect the labor markets where we compete for talent: one called Geo-1, covering the New York City metropolitan area, San Francisco Bay Area, and Seattle metropolitan area, and one called Geo-2, covering all other U.S. locations. Salary ranges for this role vary by zone and are listed below.

Location

We prioritize candidates based within commutable distance of Etsy’s Brooklyn Office. Depending on proximity, we ask team members to come in once or twice per week. Remote candidates outside commutable distance may be considered on a case-by-case basis, with the expectation of occasional travel to the office. Learn more details about our work modes and workplace safety policies here.

Salary Range:

• Geo-1: 139,000.00 - 187,000.00 USD Annual • Geo-2: 125,000.00 - 169,000.00 USD Annual

What's Next

If you're interested in joining the team at Etsy, please share your resume with us and feel free to include a cover letter if you'd like. As we hope you've seen already, Etsy is a place that values individuality and variety. We don't want you to be like everyone else -- we want you to be like you! So tell us what you're all about.

Our Promise

At Etsy, we believe that a diverse, equitable, and inclusive workplace furthers relevance, resilience, and longevity. We encourage people from all backgrounds, ages, abilities, and experiences to apply. Etsy is proud to be an equal opportunity workplace and is committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, national origin, religion or creed, sex, pregnancy (including childbirth and related medical conditions), gender, gender identity or expression, sexual orientation, age, citizenship or immigration status, marital or familial status, physical or mental disability, medical condition, genetic information, military or veteran status**, or any other characteristic protected by applicable federal, state, or local law**. If, due to a disability, you need an accommodation during any part of the interview or hiring process, please let your recruiter know and we will work with you to meet your needs. While Etsy supports visa sponsorship, sponsorship opportunities may be limited to certain roles and skills.