Director of Amazon & Marketplace

Mission

Freebird is a 9-figure, founder-led consumer brand with over 1 million customers and momentum across DTC, retail, marketplaces, and international expansion.

We’re looking for a Director of Amazon & Marketplace to own and scale our Amazon channel into category dominance. This role will lead our Amazon P&L—driving aggressive growth while improving profitability, building defensible systems, and protecting the long-term integrity of the channel. You’ll serve as a cross-functional leader across marketing, operations, legal, and creative—operating as the GM of our Amazon business.

This role is for a strategic operator with hands-on Amazon experience in a high-growth consumer brand. If you’ve scaled 3P Amazon businesses, know the levers to pull across ads, SEO, conversion, and ops—and want to own the most important growth engine in a 9-figure brand—this is for you.

Outcomes (What Success Looks Like)

1. Revenue Growth & Profitability
• Drive significant topline growth in the Amazon channel while maintaining or improving contribution margin
• Scale high-performing ASINs and refine new ASIN launch playbooks to accelerate revenue velocity
• Develop and execute a margin improvement plan that balances pricing, ASIN mix, and promotional levers
• Identify and unlock high-leverage growth opportunities across product assortment, merchandising, and advertising
2. Advertising & Media Efficiency
• Improve blended TACoS while scaling profitable ad spend
• Own Sponsored Products, Sponsored Brands, Display, and DSP execution
• Launch attribution-informed off-Amazon traffic strategy (Meta, Google, affiliate, etc.)
3. Listing & Conversion Optimization
• Maintain best-in-class PDPs: titles, bullets, A+ content, video, and SEO
• Implement variations, bundles, and comparison charts to improve CVR and defend against knockoffs
• Oversee testing and optimization roadmap across listings
4. Ranking, Reviews, and Category Defense
• Maintain top 1–3 BSR rank across subcategories
• Achieve 4.3+ average rating and 1,000+ new reviews/month
• Own review generation systems: Vine, inserts, post-purchase automation
• Protect listings using Brand Registry tools (Project Zero, Transparency, etc.)
5. Competitive Intelligence & Response
• Maintain competitor intelligence dashboard tracking BSR, PPC, reviews, and pricing
• Reverse-engineer winning tactics and implement proactive countermeasures
• Build abuse detection and escalation SOPs
6. Marketplace Operations & Risk Management
• Maintain 99%+ Buy Box and near-zero downtime
• Lead emergency response for suspensions, merges, or suppressions
• Manage inventory, FBA/FBM strategy, and coordinate with Ops for forecasting
7. Team Building & Systematization
• Build and lead team (PPC, listings/SEO, creative, and ops)
• Own agency/vendor relationships and hold accountable to clear KPIs
• Create a scalable Amazon OS (SOPs, dashboards, templates, workflows)
8. Executive Reporting & Visibility
• Build weekly reporting systems aligned to KPIs: revenue, TACoS, margin, BSR rank, reviews, account health
• Align visibility with company-wide OKRs and exec decision-making
9. Post-Purchase & Retention Optimization
• Increase Amazon LTV through Subscribe & Save, reorder flows, and cross-channel retention strategies

Competencies

• Strategic Operator – Balances high-level channel growth with deep platform expertise
• Amazon Expert – Hands-on experience scaling 3P Amazon businesses in DTC or CPG
• Data-Driven – Lives in dashboards; turns metrics into priorities
• Cross-Functional Leader – Works across creative, ops, finance, and legal
• Execution-Oriented – Manages dozens of levers in motion with clarity and accountability
• Crisis-Ready – Skilled in brand protection and platform risk mitigation
• System Builder – Creates the infrastructure that enables scale
• Owner’s Mentality – Acts like a P&L owner, not a service provider

Requirements

• 4+ years Amazon experience in a consumer brand (DTC or CPG required)

• Proven record growing a 3P Amazon business thr