Director of Marketplaces

Pura • Pleasant Grove, UT

2d

About The Position

At Pura, we are pioneering the future of fragrance by combining cutting-edge smart home technology with premium, clean scents to create personalized, meaningful experiences in every home. We are redefining fragrance as a critical element of design, transforming scent from an afterthought into an intentional, skillful component of every space. By blending artistry and science, Pura allows users to design their own “scentscapes” that enhance daily life and craft environments that feel as good as they smell. Our journey began with two innovators, Richie Stapler and Bruno Lima, and their shared vision of revolutionizing how we experience fragrance. Since then, Pura has grown into a company that sells a fragrance every 3.7 seconds, partnering with iconic brands like Curio, Anthropologie, and Disney. We’ve been recognized as the Fastest Growing Company in Utah, and we are passionate about making scent a core part of life’s most memorable moments.

Requirements

• 10+ years of experience managing Amazon as a strategic revenue channel, including direct experience working with or as a Pattern-model 3P wholesale operator.
• A track record of owning multi-million dollar marketplace P&Ls, managing contribution margin, and presenting channel financials to executive leadership.
• Demonstrated success building TikTok Shop programs from early-stage—or equivalent experience launching a brand on a nascent social commerce platform (Instagram Shopping, Pinterest, YouTube Shopping).
• Ability to manage a complex external partner relationship at the Director level—setting governance structures, leading QBRs, and driving accountability through influence and contract.
• Deep familiarity with Sponsored Products, Sponsored Brands, Sponsored Display, and DSP. You can evaluate campaigns critically and push a partner to optimize without running ads yourself.
• Experience managing Amazon Canada or other international marketplace expansions, including cross-border logistics, localization, and regulatory considerations.
• Exceptional ability to work across Brand, Marketing, Creative, Supply Chain, Finance, and Legal—moving complex projects forward without formal authority.
• Comfortable building executive-level presentations and reporting frameworks. You translate marketplace complexity into strategic clarity for the C-suite.
• Analytical fluency with marketplace tools (Brand Analytics, Helium 10, TikTok Shop analytics, third-party attribution platforms) and the ability to derive forward-looking insight from data.

Nice To Haves

• Background in consumer packaged goods, home goods, beauty, or a premium lifestyle brand where aesthetic and brand integrity are paramount.
• Experience building and scaling Subscribe & Save programs to drive recurring revenue and improve customer retention on Amazon.
• Familiarity with Amazon programs designed for growth-stage brands, including selection eligibility criteria and how to maximize participation.
• Experience supporting or leading Amazon channel expansion into international marketplaces (UK, EU, CA, etc.).

Responsibilities

• Own the relationship with Pura’s Pattern-model 3P wholesale partner. Manage the governance model, quarterly business reviews (QBRs), hold the partner accountable to KPIs, and support partner contract negotiations and partnership terms.
• Act as the primary escalation point for all partner issues—operational, commercial, or reputational—and resolve them with speed and decisiveness.
• Evaluate partner performance against best-in-class benchmarks; drive continuous improvement or manage partner transitions where warranted.
• Manage the day-to-day business for Amazon US and Amazon Canada as a combined marketplace portfolio. Set revenue targets, monitor contribution margin and TACoS, and ensure profitability benchmarks are met each quarter.
• Provide strategic direction for all advertising—Sponsored Products, Sponsored Brands, Sponsored Display, and DSP—managed through the 3P partner, and hold them accountable to ACoS and ROAS targets.
• Oversee storefront excellence, A+ content, and PDP quality across both markets, ensuring a consistent premium brand experience. Partner with Creative and Brand teams to keep content current and optimized.
• Support cross-border strategy for Canada, including pricing parity, localized content requirements, FBA logistics, and currency/tax considerations in partnership with Finance and Supply Chain.
• Manage the Amazon promotional calendar across both markets: Prime Day, Black Friday/Cyber Monday, Subscribe & Save, Lightning Deals, and seasonal campaigns.
• Define and execute Pura’s TikTok Shop go-to-market strategy—from storefront setup and product selection to affiliate recruitment, live commerce programming, and paid amplification.
• Build the internal and partner playbook for TikTok Shop operations: fulfillment model, content cadence, creator partnership structure, and performance benchmarks.
• Work cross-functionally with Social, Influencer, Creative, and Paid Media teams to ensure TikTok Shop content is natively social and aligned with Pura’s brand voice.
• Identify and pilot emerging TikTok Shop formats—live shopping, shoppable short-form, affiliate storefronts—to establish Pura as a category leader in social commerce.
• Set TikTok Shop KPIs from the ground up, report on channel performance, and iterate the strategy based on what the data reveals.
• Build reporting cadences for marketplace metrics that give senior leadership clear, accurate visibility into channel health.
• Lead the annual and quarterly planning process for Amazon and TikTok Shop—forecasting revenue, setting investment levels, and defining growth initiatives in alignment with the company’s commercial plan.
• Present channel strategy and performance in leadership meetings. Translate complex marketplace dynamics into clear strategic narratives.
• Own the marketplace launch process for all new Pura devices, fragrance SKUs, and limited-edition collections. Define timelines, listing requirements, promotional strategies, and first-30-day success benchmarks.
• Partner with Product and Brand teams to determine the right assortment strategy for each channel, including marketplace-exclusive bundles, kitting opportunities, and channel conflict management.
• Collaborate with Supply Chain and Operations on demand forecasting to ensure in-stock rates during peak periods and avoid overstock liability across both Amazon marketplaces.
• Lead operational planning for high-volume events (Prime Day, BFCM) from an inventory and logistics standpoint, coordinating between the 3P partner, Pura’s 3PL, and internal teams.
• Monitor Amazon and TikTok marketplaces for unauthorized sellers, counterfeit listings, MAP violations, and brand misrepresentation. Work with Legal to enforce Pura’s brand standards and platform policies.
• Build and maintain a brand protection playbook in partnership with Legal and the 3P partner.
• Hire, develop, and lead a marketplace team as the function scales. Define roles, build onboarding programs, and create a culture of analytical rigor, partner accountability, and creative problem-solving.
• Mentor team members on marketplace strategy, business case development, and executive communication. Raise the team’s collective bar for commercial thinking and operational excellence.

Benefits

• We believe in fostering an environment where creativity thrives, empowering each team member to contribute their unique perspectives and skills.
• Our commitment to sustainability and integrity drives our decisions, ensuring that we not only create exceptional products but also contribute positively to our community and the planet.
• We celebrate diversity and prioritize open communication, cultivating a supportive atmosphere where everyone feels valued and inspired to push boundaries.
• All candidates are subject to a background check.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed