Director, Amazon & Marketplaces

FIGS•Santa Monica, CA

1d•$170,000 - $200,000

About The Position

FIGS is seeking a strategic, commercially driven Director, Amazon & Marketplaces to lead and grow its Amazon business. Acting as the channel’s general manager, this leader owns its strategy, financial performance, customer experience, and execution, with the goal of building Amazon into a meaningful, profitable growth channel while protecting FIGS’ premium brand positioning. The role requires hands-on Amazon expertise and the ability to connect marketing, merchandising, and operations into a cohesive growth strategy. The Director leads the Amazon agency relationship, partners across FIGS to improve performance and resolve challenges, and identifies new opportunities. As FIGS evaluates international expansion, the role will help assess whether, when, and how to enter additional Amazon markets and other third-party marketplaces, potentially overseeing those businesses 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 delivering revenue growth and improving profitability.
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 clear 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.
Strategic thinking combined with willingness to work through operational details and solve 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

Serve 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, covering 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, performance expectations, and accountability for execution and results.
Connect Marketing, Creative, Merchandising, Inventory Planning, Operations, Finance, Customer Experience, and other partners to drive execution.
Establish responsibilities, business reviews, and processes that enable timely decisions and effective execution.
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 launch plans, and the channel promotional calendar.
Lead improvements to the FIGS Storefront, product detail pages, A+ content, search optimization, and catalog structure.
Ensure the Amazon shopping experience consistently communicates FIGS’ product differentiation and premium brand.
Partner with Inventory Planning and Operations on demand forecasts, inventory allocation, replenishment, and fulfillment aligned 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, considering customer demand, economics, operational requirements, and brand fit.
Develop business cases and launch plans for approved marketplace opportunities, with the potential to take on broader marketplace leadership.

Benefits

Eligible employees may receive shares of FIGS stock through the new-hire equity program.
Discount when voluntarily purchasing FIGS stock through the FIGS Employee Stock Purchase Plan.
Eligibility to participate in the FIGS annual bonus program.
Comprehensive benefits and perks package focused on well-being.
Premium medical, dental, and vision coverage.
Access to wellness services through ClassPass.
100% FIGS-sponsored life insurance and disability insurance.
401(k) with company match up to the first 6% of employee contributions.
12 company holidays.
Flexible vacation for salaried team members; up to 3 weeks of accrued vacation for hourly team members.
Parental leave, new-parent care meals, and a transition back to work for primary caregivers.
50% discount code for FIGS products and a separate code for family and friends to receive 25% off site-wide.
In-office catered meals, stocked pantry and fridge, and biweekly barista service.
Access to FIGS Vet and discounted pet insurance.