Director of Marketplaces at Comfrt
United States
<p><strong><u>About Us:<br></u></strong>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. <br><br><span style="text-decoration: underline;"><strong>About the Job:</strong></span><strong><u><br></u></strong>Own marketplaces as a strategic growth engine and standalone P&L portfolio — balancing revenue, profitability, brand<br>integrity, and long-term enterprise value across Amazon and emerging marketplaces (Faire and the platforms that<br>follow). You will anchor the playbook on Amazon — the largest and most mature platform — while building the<br>go-to-market strategy to launch and scale the next wave of marketplaces, US and international.</p> <p>You will lead a full-stack marketplace operation — combining operational rigor, commercial strategy, retail media<br>expertise, and catalog management — to drive scalable, profitable growth. You bring deep, hands-on experience<br>running Amazon at scale for a high-growth DTC business — building the foundations and scaling beyond $100M<br>GMV — and the strategic range to extend that discipline across a multi-marketplace portfolio with FAIRE and beyond.</p> <p>You will partner with Paid Media, Marketing, Ops, Merchandising, Finance, CX, Data & Insights, and<br>Performance-Led Creative to ensure marketplaces not only grow but operate efficiently, strengthen the brand as<br>standalone platforms, and create halo effect into DTC and other channels.<strong><u><br><br>Responsibilities:<br></u>Portfolio P&L & Strategy<u><br></u></strong></p> <ul> <li>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.</li> <li>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.</li> <li>Build and manage annual operating plans, forecasts, and inventory strategy aligned with company targets.</li> <li>Decide participation in tentpole events (Prime Day, Walmart Deals, Holiday, platform deal events), balancing growth and profitability.</li> <li>Partner with leadership to align marketplace strategy with DTC, brand, and enterprise goals.</li> <li>Build and grow marketing and growth across FAIRE and other platforms</li> </ul> <p><strong>Operations & Inventory</strong></p> <ul> <li>Oversee inventory planning, forecasting, and replenishment across fulfillment models (FBA, FBM, AWD) and platforms.</li> <li>Own the wholesale model and Inventory for FAIRE, along with efficiency</li> <li>Monitor in-stock rate, IPI score (and platform equivalents), stranded inventory, and aged SKUs.</li> <li>Optimize supply chain efficiency, coordinating with central ops, 3PLs, and vendors.</li> <li>Implement SOPs and workflows that scale across marketplaces to reduce operational friction and cost.</li> </ul> <p><strong>Retail Media & Advertising</strong></p> <ul> <li>Lead retail media across platforms — Sponsored Products, Sponsored Brands, Sponsored Display, DSP, and equivalents (Walmart Connect, TikTok, etc.).</li> <li>Set keyword/ASIN strategy (harvest, defend, conquest) and ad budget allocation across the portfolio.</li> <li>Develop commercial strategy to achieve TACoS, incrementality, new-to-brand growth, and media-driven profitability.</li> <li>Partner with paid media and Ecomm/SEO teams to drive conversion lift and organic ranking through ad strategy.</li> <li>Secure access to betas and evaluate new paid products across platforms.</li> </ul> <p><strong>Catalog & Listing Management</strong></p> <ul> <li>Oversee storefronts and catalog health across marketplaces to ensure full optimization.</li> <li>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.</li> <li>Monitor algorithm changes and category trends to keep listings competitive on every platform. </li> </ul> <p><strong>Analytics, Measurement & Insight<br></strong></p> <ul> <li>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.</li> <li>Identify the levers that drive performance efficiently, achieving positive net contribution per platform and incremental enterprise impact.</li> <li>Identify growth opportunities, evaluate trade-offs, and test new approaches across ads, pricing, and promotions.</li> </ul> <p><strong>Team Leadership & Collaboration</strong></p> <ul> <li>Build, lead, and mentor the marketplace team (Ops, Media, Catalog) across platforms, including a Manager, Amazon and a Manager, Emerging Marketplaces.</li> <li>Manage agencies and external partners as needed.</li> <li>Partner cross-functionally with Finance, Marketing, Growth, Performance-Led Creative, Inventory, and Supply Chain to align portfolio strategy and execution. </li> </ul> <p><strong><u>Qualifications:</u></strong></p> <ul> <li>5+ years running Amazon (or a comparable marketplace) at scale for a high-growth DTC brand, including direct P&L ownership past $100M GMV.</li> <li>Hands-on fluency in 1P/3P strategy, FBA/FBM/AWD, retail media (Sponsored Products/Brands/Display, DSP), and catalog/compliance management.</li> <li>Experience standing up a new marketplace or channel from scratch — or clear appetite to do so (Faire, international marketplaces, etc.).</li> <li>Track record building and leading a team of managers/specialists across ops, media, and catalog.</li> <li>Comfortable operating as a strategic partner to a Senior Director — owning execution independently while keeping portfolio strategy aligned. </li> </ul> <p><u><strong>Why Join Comfrt?</strong></u></p> <ul> <li>Be part of a purpose-driven company that’s shaping the future of comfort and mental wellness.</li> <li>Work in a supportive, creative environment where your ideas and growth are valued.</li> <li>Enjoy Comfrt benefits such as generous paid time off, company-covered health insurance, 5% 401k match, and discounts on all Comfrt products! </li> <li>Join a passionate team making an impact on exciting projects, all while enjoying the flexibility and collaborative support of a fully remote environment.</li> </ul> <p><em>Comfort is an equal opportunity employer. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.</em></p> <p> </p>
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