Director, Marketplace

True Classic is hiring a Director of Marketplace to own and accelerate our global Amazon business. This role leads strategy, execution, and full P&L performance across our Amazon Seller Central operations in the US, Canada, and UK — and is responsible for driving scalable, profitable growth on the channel that introduces millions of new customers to the brand.

This role is ideal for an entrepreneurial operator who lives in Seller Central — equally fluent in retail strategy, ad performance, listing optimization, and the operational details that separate a good Amazon business from a great one. You'll be hands-on and lean by design: a small team, a real P&L, and the autonomy to run it like it's yours.

All of True Classic's roles are global and omni-channel, leading designated areas of accountability across all product categories, countries, and sales and marketing channels. While this role is dedicated to Amazon, you'll work shoulder-to-shoulder with leaders across DTC, retail, wholesale, and emerging channels to keep the brand consistent and the business compounding.

Areas of Accountability

Amazon & Marketplace Revenue Growth

• 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.

Marketplace Profitability Management

• 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.

Advertising & Listing Optimization

• Own Amazon Ads strategy and performance — Sponsored Products, Sponsored Brands, Sponsored Display, and DSP — with clear targets for ACoS, TACoS, ROAS, and incrementality.
• Manage agency and/or in-house ad operations to ensure spend is allocated efficiently across keywords, ASINs, audiences, and dayparts.
• 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.

Marketplace Operations & Compliance

• 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.

Cross-Functional Collaboration

• 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.

Qualifications

• 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.

Preferred Qualifications

• Background in apparel, consumer goods, or another high-velocity SKU business.
• Experience with Amazon DSP and off-Amazon attribution.
• Familiarity with tools like Helium 10, Jungle Scout, Pacvue, Skai, or Perpetua.
• Experience with adjacent marketplaces (Walmart, TikTok Shop) is a plus, though not the focus of this role.

Workplace Arrangement

Remote (Los Angeles strongly preferred)

Compensation and Benefits

Compensation

• Competitive salary + bonus

Time Off

• Unlimited PTO and sick time

Health & Wellness

• Company-paid medical, dental, and vision insurance
• $100/month Wellness stipend
• Free Employee Assistance Program (EAP)

Work & Growth Support

• $100/month Personal Workspace/Office stipend

Perks

• $1,000/year True Classic merchandise allowance
• 401(k) plan with 3% company match

True Classic is proud to be an equal opportunity employer. We celebrate and support differences in race, religion, color, national origin, gender, sexual orientation, gender identity, age, veteran status, and abilities. If you need assistance or accommodation due to a disability, please contact Human Resources.