Director of Marketplaces

Job Description

Job Description

Director of Marketplaces

Join Us at Pura—Reimagining Fragrance for the Future

At Pura, we believe life is better when it smells good. Fragrance has the unique power to transform spaces, elevate moods, and create lasting memories. But we know it can do even more. That’s why we’re pioneering the future of fragrance, combining cutting-edge smart home technology with premium, clean scents to create personalized, meaningful experiences in every home.

We’re not just a fragrance company—we’re on a mission to change the way people experience scent. At Pura, 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.

This is a senior commercial leadership role with full ownership of Pura’s third-party marketplace ecosystem. You will be accountable for the performance of Pura’s business across Amazon US, Amazon Canada, and TikTok Shop—with primary responsibility for managing the end-to-end relationship with our wholesale partner.

At the Director level, you are not managing a channel—you are building a business unit within a business. You will set the strategic vision for how Pura wins on the world’s most competitive retail marketplaces, establish the operating model that holds external partners to elite standards of performance, and build the internal infrastructure needed to scale a multi-channel marketplace portfolio.

This is the right seat for a leader who has managed high-stakes agency or wholesale partner relationships at scale, who understands the full complexity of marketplace P&Ls, and who has the strategic vision to turn TikTok Shop into a meaningful growth channel alongside a maturing Amazon business.

3P Partner Strategy & Governance

• 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.

Amazon US & Canada Channel Ownership

• 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.

TikTok Shop Strategy & Launch

• 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.

Commercial Strategy & Executive Reporting

• 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.

New Product Launch & Assortment Strategy

• 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.

Inventory, Supply Chain, & Operations Alignment

• 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.

Brand Protection & Marketplace Integrity

• 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.

Team & Organizational Development

• 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.

• Marketplace Leadership: 10+ years of experience managing Amazon as a strategic revenue channel, including direct experience working with or as a Pattern-model 3P wholesale operator.
• Executive-Level Commercial Acumen: A track record of owning multi-million dollar marketplace P&Ls, managing contribution margin, and presenting channel financials to executive leadership.
• Social Commerce Vision: 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).
• Partner Management Expertise: Ability to manage a complex external partner relationship at the Director level—setting governance structures, leading QBRs, and driving accountability through influence and contract.
• Amazon Advertising Fluency: 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.
• International Marketplace Experience: Experience managing Amazon Canada or other international marketplace expansions, including cross-border logistics, localization, and regulatory considerations.
• Cross-Functional Leadership: Exceptional ability to work across Brand, Marketing, Creative, Supply Chain, Finance, and Legal—moving complex projects forward without formal authority.
• Executive Communication: Comfortable building executive-level presentations and reporting frameworks. You translate marketplace complexity into strategic clarity for the C-suite.
• Data & Analytics Proficiency: 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.

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

We're passionate about creating spaces that inspire, elevate, and transform everyday life. We believe scent transforms homes into meaningful, personalized spaces. Our smart home fragrance diffusers allow users to design their own scent experiences with premium, clean fragrances.

After 10 years of innovation, we've been recognized by Inc. and Utah Business as one of the best places to work, and we continue to push the boundaries of technology and fragrance. Join us in our pursuit of reimagining what's possible with scent design.

Our culture is built on a foundation of innovation, collaboration, inclusivity, and being good humans. 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. Together, we're not just building a brand—we're creating a movement that redefines the role of fragrance in our lives.

We're looking for individuals who believe in the power of fragrance and technology to transform lives. If you're ready to be part of a dynamic, fast-growing company at the forefront of an exciting industry, we'd love to hear from you.

Pura provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

All candidates are subject to a background check.

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