Director, Amazon & Marketplaces

FIGS•Santa Monica, CA

About The Position

FIGS is seeking a strategic, commercially driven leader to grow its Amazon business. The Director will act as the channel’s general manager, owning its strategy, financial performance, customer experience, and execution. The role connects marketing, merchandising, and operations into a cohesive growth strategy, leads the Amazon agency relationship, and partners across FIGS to improve performance, resolve challenges, and identify opportunities while protecting the premium brand position. The Director will develop the channel’s annual business plan and multiyear growth strategy; manage forecasting and performance with Finance; and identify opportunities across assortment, discoverability, conversion, advertising, promotions, and retention. They will lead cross-functional execution and agency performance, oversee marketing and merchandising initiatives, and partner with Inventory Planning and Operations to manage inventory, fulfillment, and platform health. The role will also develop channel reporting and testing practices, monitor marketplace developments, and evaluate expansion into international Amazon markets and other third-party marketplaces. For approved opportunities, the Director will develop business cases and launch plans, with the possibility of taking on broader marketplace leadership over time.

Requirements

8+ years of relevant experience in ecommerce or marketplace growth, including 5+ years of direct experience managing and scaling an Amazon business.
Demonstrated ownership of channel strategy and financial performance, with a track record of revenue growth and profitability improvement.
Deep, hands-on expertise in Amazon Seller Central, including catalog management, fulfillment, account health, inventory constraints, and issue escalation.
Broad marketplace experience spanning marketing, merchandising, inventory planning, operations, and financial management.
Strong command of Amazon advertising, including campaign strategy, budget allocation, measurement, and the relationship between paid investment and total channel performance.
Experience managing agencies against business goals, challenging recommendations, and holding partners accountable.
Strong analytical skills and financial judgment, with the ability to translate complex data into clear priorities and decisions.
Ability to lead cross-functional initiatives, influence partners, and drive execution without direct reporting authority.
Ability to develop growth plans and work through detailed platform issues.
Excellent communication, organization, and project management skills, including presenting recommendations to senior leadership.
Advanced proficiency in Excel or Google Sheets and experience with Amazon reporting and analytics tools.
Bachelor’s degree or equivalent relevant experience.

Nice To Haves

Experience with premium consumer brands, apparel, or businesses with complex size and color assortments.
International Amazon or additional marketplace launch experience.

Responsibilities

Act as general manager of FIGS’ Amazon business, accountable for revenue growth, profitability, and overall channel performance.
Develop the annual business plan and multiyear growth strategy, translating goals into priorities, investment recommendations, and measurable milestones.
Own channel forecasting and performance management with Finance, including revenue, advertising spend, marketplace fees, fulfillment costs, returns, and contribution margin.
Identify and prioritize growth opportunities across assortment, discoverability, conversion, advertising, promotions, and customer retention.
Define Amazon’s role within FIGS’ broader channel strategy while balancing incremental growth, brand positioning, pricing consistency, and profitability.
Own the Amazon agency relationship, including strategy, scope, goals, budgets, and performance expectations; hold the agency accountable for execution and results.
Connect Marketing, Creative, Merchandising, Inventory Planning, Operations, Finance, CX, and other partners; establish responsibilities, business reviews, and decision-making processes.
Present recommendations, results, risks, and investment needs to senior leadership with supporting analysis.
Direct Amazon marketing across paid advertising, organic discovery, promotional events, and relevant traffic from outside Amazon.
Oversee advertising investment and agency execution across Sponsored Products, Sponsored Brands, Sponsored Display, and other relevant Amazon advertising solutions.
Evaluate total channel sales, organic and paid growth, customer acquisition, conversion, and profitability.
Partner with Merchandising on assortment, product launches, and the promotional calendar for the channel.
Lead improvements to the FIGS Storefront, product detail pages, A+ content, search optimization, and catalog structure.
Ensure the Amazon shopping experience communicates FIGS’ product differentiation and premium brand consistently.
Partner with Inventory Planning and Operations to align demand forecasts, inventory allocation, replenishment, and fulfillment with channel growth plans.
Manage in-stock performance, inventory productivity, storage capacity, aged inventory, and fulfillment costs.
Lead resolution of Amazon-specific challenges, including inventory restrictions, suppressed listings, variation issues, account health concerns, and fulfillment disruptions.
Use knowledge of Seller Central, Amazon policies, and escalation paths to anticipate issues and minimize business disruption.
Establish repeatable processes to improve operational efficiency and support a larger marketplace business.
Develop reporting on channel performance, growth drivers, customer behavior, and emerging risks.
Establish a test-and-learn approach for content, advertising, assortment, and promotional strategies.
Monitor competitors, marketplace developments, and changes to Amazon tools and policies.
Evaluate international Amazon and other third-party marketplace opportunities, including customer demand, economics, operational requirements, and brand fit.
Develop business cases and launch plans for approved marketplace opportunities.

Benefits

Eligible employees may receive shares of FIGS stock through the new-hire equity program.
Discount on voluntary FIGS stock purchases through the FIGS Employee Stock Purchase Plan.
Eligible to participate in the annual bonus program.
Comprehensive benefits and perks package, including premium medical, dental, and vision coverage and access to wellness services through Classpass.
FIGS-sponsored life insurance and disability insurance.
401(k) with company match up to the first 6% of the employee’s contribution.
12 company holidays and flexible vacation for salaried team members.
Parental leave, new-parent care meals, and a transition back to work for primary caregivers.
50% discount on FIGS products and a separate code for a 25% site-wide discount for family and friends.
In-office catered meals, stocked pantry and fridge, and biweekly barista service.
Access to FIGS Vet and discounted pet insurance.