Director of Marketplaces

**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.*