Director of Marketplaces

Job description

About Us: Comfrt is one of the fastest-growing direct-to-consumer brands, dedicated to blending mental wellness, inclusivity, and elevated comfort into every piece we create. Our mission goes beyond clothing — we strive to build a community where everyone feels supported and seen.

About the Job: Own marketplaces as a strategic growth engine and standalone P&L portfolio — balancing revenue, profitability, brand integrity, and long-term enterprise value across Amazon and emerging marketplaces (Faire and the platforms that follow). You will anchor the playbook on Amazon — the largest and most mature platform — while building the go-to-market strategy to launch and scale the next wave of marketplaces, US and international.

You will lead a full-stack marketplace operation — combining operational rigor, commercial strategy, retail media expertise, and catalog management — to drive scalable, profitable growth. You bring deep, hands-on experience running Amazon at scale for a high-growth DTC business — building the foundations and scaling beyond $100M GMV — and the strategic range to extend that discipline across a multi-marketplace portfolio with FAIRE and beyond.

You will partner with Paid Media, Marketing, Ops, Merchandising, Finance, CX, Data & Insights, and Performance-Led Creative to ensure marketplaces not only grow but operate efficiently, strengthen the brand as standalone platforms, and create halo effect into DTC and other channels.

Responsibilities: Portfolio P&L & Strategy - Own marketplace GMV, contribution margin, and profitability across the portfolio, managing both revenue and cost levers; partner with Finance to control P&L for marketplaces as standalone platforms and as incremental revenue channels. - Anchor the portfolio on Amazon — defining 1P vs. 3P strategy, FBA/FBM/AWD mix, and pricing architecture — while prioritizing, sequencing, and launching new marketplaces (starting with Faire) based on margin, brand fit, and enterprise value. - Build and manage annual operating plans, forecasts, and inventory strategy aligned with company targets. - Decide participation in tentpole events (Prime Day, Walmart Deals, Holiday, platform deal events), balancing growth and profitability. - Partner with leadership to align marketplace strategy with DTC, brand, and enterprise goals. - Build and grow marketing and growth across FAIRE and other platforms

Operations & Inventory - Oversee inventory planning, forecasting, and replenishment across fulfillment models (FBA, FBM, AWD) and platforms. - Own the wholesale model and Inventory for FAIRE, along with efficiency - Monitor in-stock rate, IPI score (and platform equivalents), stranded inventory, and aged SKUs. - Optimize supply chain efficiency, coordinating with central ops, 3PLs, and vendors. - Implement SOPs and workflows that scale across marketplaces to reduce operational friction and cost.

Retail Media & Advertising - Lead retail media across platforms — Sponsored Products, Sponsored Brands, Sponsored Display, DSP, and equivalents (Walmart Connect, TikTok, etc.). - Set keyword/ASIN strategy (harvest, defend, conquest) and ad budget allocation across the portfolio. - Develop commercial strategy to achieve TACoS, incrementality, new-to-brand growth, and media-driven profitability. - Partner with paid media and Ecomm/SEO teams to drive conversion lift and organic ranking through ad strategy. - Secure access to betas and evaluate new paid products across platforms.

Catalog & Listing Management - Oversee storefronts and catalog health across marketplaces to ensure full optimization. - Ensure platform compliance is understood and adhered to, minimizing risk of deranking or suppression; set up Brand Registry with the Brand Protection team and proactively protect IP on-platform. - Monitor algorithm changes and category trends to keep listings competitive on every platform.

Analytics, Measurement & Insight - Define and track portfolio KPIs — GMV, TACoS, contribution margin, organic rank, inventory turns, in-stock rates — partnering with Data & Insights on reporting that surfaces opportunities to scale. - Identify the levers that drive performance efficiently, achieving positive net contribution per platform and incremental enterprise impact. - Identify growth opportunities, evaluate trade-offs, and test new approaches across ads, pricing, and promotions.

Team Leadership & Collaboration - Build, lead, and mentor the marketplace team (Ops, Media, Catalog) across platforms, including a Manager, Amazon and a Manager, Emerging Marketplaces. - Manage agencies and external partners as needed. - Partner cross-functionally with Finance, Marketing, Growth, Performance-Led Creative, Inventory, and Supply Chain to align portfolio strategy and execution.

Qualifications: - 5+ years running Amazon (or a comparable marketplace) at scale for a high-growth DTC brand, including direct P&L ownership past $100M GMV. - Hands-on fluency in 1P/3P strategy, FBA/FBM/AWD, retail media (Sponsored Products/Brands/Display, DSP), and catalog/compliance management. - Experience standing up a new marketplace or channel from scratch — or clear appetite to do so (Faire, international marketplaces, etc.). - Track record building and leading a team of managers/specialists across ops, media, and catalog. - Comfortable operating as a strategic partner to a Senior Director — owning execution independently while keeping portfolio strategy aligned.

Why Join Comfrt? - Be part of a purpose-driven company that’s shaping the future of comfort and mental wellness. - Work in a supportive, creative environment where your ideas and growth are valued. - Enjoy Comfrt benefits such as generous paid time off, company-covered health insurance, 5% 401k match, and discounts on all Comfrt products!  - Join a passionate team making an impact on exciting projects, all while enjoying the flexibility and collaborative support of a fully remote environment.

Comfort is an equal opportunity employer. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.