Director, Marketplace NAM

Pandora • New York, NY

6h • Onsite

About The Position

As the Director of Marketplaces, you will be Pandora's lead architect and operator of our Amazon and broader marketplace business in North America. This is a rare opportunity to scale and create a best in class Amazon and partner business from our current position into the future — establishing the strategy, the operational infrastructure, the team, and the commercial frameworks that will define Pandora's marketplace presence for years to come.
You will serve as Pandora's primary relationship owner with Amazon and our additional Partners, acting as our key account manager while simultaneously driving the long-term strategic vision for the channels. You will need to balance brand integrity with revenue growth, navigate a complex partner ecosystem with confidence, and operate with a strong bias for action. This role demands a leader who can move fluidly between high-level strategic thinking and hands-on execution — someone who can challenge the status quo, influence at all levels of the organization (internally and externally), and build something meaningful. Success in this role requires deep Amazon and marketplace expertise, exceptional people leadership, and the communication skills to align diverse internal stakeholders around a shared marketplace vision while holding Amazon and other partners accountable to Pandora's commercial objectives.

Requirements

• 8+ years of experience managing Amazon as a primary channel, with meaningful additional experience across other marketplace partners
• Bachelor's degree in Business, Marketing, Ecommerce, or a related field; advanced degree preferred.
• Demonstrated experience building or significantly transforming a marketplace business, ideally including standing up new operational capabilities
• Proven track record of successfully managing complex external partnership dynamics and high-value commercial relationships
• Experience in retail, fashion, consumer goods, or a closely adjacent industry strongly preferred
• Experience operating within a global, matrixed organization
• Proven people leadership experience, with a track record of building and developing high-performing teams
• Deep expertise in the Amazon ecosystem — including Seller Central / Vendor Central, advertising (DSP, Sponsored Products), A+ content, search and ranking mechanics, and operational compliance requirements
• Strong commercial acumen with the ability to model and communicate the financial impact of marketplace decisions across growth, margin, pricing, and investment dimensions
• Demonstrated ability to lead and close complex commercial negotiations with external partners at a senior level
• Exceptional cross-functional influencing and communication skills — able to build alignment across diverse stakeholders and present complex topics clearly to executive audiences
• Strategic seniority to challenge assumptions, introduce new ways of working, and drive meaningful change in a large organization
• Strong bias for action — comfortable moving with urgency and making well-reasoned decisions in ambiguous, fast-paced environments
• Ability to balance short-term revenue performance with long-term brand building on marketplace platforms
• Strong analytical and data fluency; ability to synthesize performance data into clear strategic recommendations
• Entrepreneurial mindset with a builder's mentality — energized by the challenge of creating and scaling something new
• Excellent project management and organizational skills; able to independently manage multiple high-priority workstreams simultaneously

Nice To Haves

• advanced degree preferred

Responsibilities

• Lead the end-to-end build optimization of Pandora's Amazon business in NAM, challenging established operational processes, team structure, and governance frameworks from the ground up.
• Define the long-term marketplace strategy across Amazon and additional marketplace partners, ensuring alignment with Pandora's broader Ecommerce and brand objectives
• Define account specific assortment strategy and set pricing architecture, promotional guardrails, and funding logic in collaboration with global and cluster counterparts including sales, finance, and merchandising
• Identify and activate white space opportunities within the marketplace ecosystem and across emerging marketplace platforms to drive incremental growth
• Lead all contract negotiations and commercial governance with marketplace partners, ensuring Pandora's brand and commercial interests are protected and advanced
• Manage the day-to-day relationship as Key Account Manager (KAM), monitoring and steering gross and net sales performance against targets
• Develop investment and funding models that optimize return on marketplace spend while protecting margin and brand positioning
• Demonstrate strong commercial acumen in understanding how growth, margin, pricing, and investment decisions impact total business performance — and communicate this clearly to senior leadership
• Serve as a strategic partner and primary point of contact for internal stakeholders including Marketing, Merchandising, Finance, Legal, and global Ecommerce teams on all marketplace matters
• Challenge current ways of working and assumptions with confidence, bringing strategic seniority and data-informed perspectives to cross-functional conversations
• Translate complex marketplace dynamics into clear, compelling narratives for executive audiences, driving alignment and enabling confident decision-making
• Build strong coalitions across the organization to ensure marketplace priorities are embedded into broader business planning cycles
• Build, develop, and lead a high-performing marketplaces team, fostering a culture of accountability, agility, and continuous improvement
• Set a clear vision and direction for the team, ensuring individuals are motivated, well-supported, and growing in their careers
• Model Pandora's values and leadership behaviors, acting as a culture carrier within the Ecommerce organization
• Develop and execute scalable operating models and processes that enable the marketplace business to grow efficiently as revenue and complexity increase
• Define and monitor KPIs across sales, profitability, customer experience, and brand health on marketplace platforms
• Develop and present regular performance reviews and business cases to senior leadership, with clear recommendations for investment and strategic direction
• Maintain a constant pulse on Amazon platform developments, algorithm changes, advertising capabilities, and emerging marketplace trends. Proactively identify and test new tools, formats, and capabilities that can accelerate Pandora's marketplace growth and strengthen brand presence within the Amazon ecosystem

Benefits

• robust compensation package including base and bonus
• 401K plan
• Medical, Dental, Vision
• Short/Long Term Disability
• Basic Life and AD&D
• anniversary gift cards
• recognition program
• product discounts
• learning and development programs
• continuous feedback
• LinkedIn learning
• tuition reimbursement
• PTO Package including: Vacation, Personal, Sick, Celebration days and Paid Holidays

What This Job Offers

• Job Type: Full-time
• Career Level: Director