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.