Director, Marketplace

Role Overview

• Own the global Amazon P&L across US, CA, and UK Seller Central marketplaces, with full accountability for revenue, contribution margin, and growth targets.
• Set and deliver the annual and quarterly revenue plan for Amazon, including category-level and country-level targets.
• In partnership with the Merchandising team, build and execute the merchandising and assortment strategy on Amazon — what we list, where we list it, and how we sequence launches across regions.
• In partnership with the Merchandising team, lead pricing, promotion, and Deals strategy (Lightning Deals, Best Deals, Prime Day, Big Deal Days, Black Friday/Cyber Monday) to maximize profitable growth.
• Identify and prioritize new growth levers within Amazon — new categories, new ASINs, new international marketplaces — and own the business case and execution end-to-end.
• Own contribution margin on Amazon. Manage the levers — product mix, pricing, promo depth, ad efficiency, FBA fees, returns, and chargebacks — to hit profitability targets.
• Partner with Finance on forecasting, budgeting, and monthly P&L reviews. Bring a clear point of view on where the business is over
• or under-indexing.
• Manage FBA inventory health, storage costs, long-term storage fees, and aged inventory exposure in close partnership with Operations and Supply Chain.
• Make disciplined investment trade-offs between growth (ad spend, promo, new launches) and profitability (margin, efficiency, contribution).
• Build the reporting cadence and KPI framework that lets the rest of the company see how Amazon is performing in real time.
• Own Amazon Ads strategy and performance — Sponsored Products, Sponsored Brands, Sponsored Display, and DSP — with clear targets for ACoS, TACoS, ROAS, and incrementality.
• Drive the listing optimization roadmap: titles, bullets, A+ Content, Brand Story, Storefronts, images, video, and Premium A+ — built for both conversion and discoverability.
• Own SEO and organic rank strategy across the catalog. Use search term reports, Brand Analytics, and competitive data to compound organic share over time.
• Run a continuous testing program — creative, copy, price points, badging — and turn the wins into standard practice across the catalog and across regions.
• Own the operational health of Seller Central: account health metrics, IPI score, suppressed listings, ASIN-level issues, and case management.
• Maintain Brand Registry, manage Transparency / Project Zero where applicable, and lead the response to unauthorized sellers, counterfeits, and listing hijackings.
• Own catalog hygiene end-to-end — variation families, parent/child relationships, attribute accuracy, and image compliance — across all four marketplaces.
• Partner with Supply Chain on FBA inbound planning, shipment routing, replenishment cadence, and inventory positioning across FCs and regions.
• Stay ahead of Amazon policy changes, fee structure updates, and category-specific requirements; translate them into action before they become problems.
• Partner with Commercial Leadership to align Amazon strategy with the broader omni-channel plan.
• Work with Brand and Creative to ensure on-Amazon storytelling reflects True Classic's voice, fit, and quality story.
• Collaborate with Performance Marketing to coordinate cross-channel demand generation and avoid cannibalization between DTC and Amazon.
• Partner with Operations and Supply Chain on inventory readiness, FBA planning, and fulfillment execution.
• Work with Finance on forecasting, budgeting, and P&L management.
• Coordinate with Legal and Compliance on Brand Registry, IP enforcement, and international marketplace requirements.

Requirements

• 7+ years of experience in eCommerce or marketplaces, with at least 4+ years operating directly on Amazon Seller Central (3P).
• Proven track record running an Amazon business with full P&L ownership, ideally at $50M+ in annual GMV.
• Deep expertise in Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP) — you can read a Search Term Report and know what to do next.
• Strong command of Seller Central operations: FBA, IPI, account health, Brand Registry, A+ Content, variation families, and case management.
• Hands-on operator who's comfortable in the weeds. This is an IC-heavy leadership role — you'll have 1–2 direct reports and need to build through agency and offshore partners.
• Strong analytical and commercial instincts. You let data lead, but you don't hide behind it.
• Experience launching or scaling Amazon businesses internationally — Canada and/or UK specifically.
• Strong communication skills and the ability to operate effectively in a fast-moving, matrixed organization.

Benefits

• Competitive salary + bonus
• Unlimited PTO and sick time
• Company-paid medical, dental, and vision insurance
• $100/month Wellness stipend
• Free Employee Assistance Program (EAP)
• $100/month Personal Workspace/Office stipend
• $1,000/year True Classic merchandise allowance
• 401(k) plan with 3% company match