Director, Sales, DtC, Amazon

This is a fully remote position, open to applicants in Washington.

📋 Description

• Oversee iRobot’s Direct-to-Consumer (DTC) operations in the Americas across platforms such as iRobot.com, Shopify, TikTok, Amazon, and various other digital commerce channels.

• Take full responsibility for annual and quarterly revenue, Gross Merchandise Value (GMV), profitability, market share, customer expansion, and channel performance goals.

• Design and implement strategies for commercial initiatives, promotional activities, seasonal campaigns, peak-period sales, and new product introductions.

• Direct Amazon customer engagement, negotiations, retail and advertising partnerships, Prime events, catalog management, content quality, product availability, ratings and reviews, and digital shelf strategies.

• Enhance traffic, conversion rates, average order value, customer acquisition, retention, repeat purchases, advertising effectiveness, merchandising performance, and overall customer experience.

• Coordinate product assortment, pricing strategies, promotional activities, media planning, inventory management, and product launch initiatives across DTC and Amazon.

• Lead and unify a digital commerce team consisting of approximately 4–5 members.

• Establish responsibilities, Key Performance Indicators (KPIs), decision-making rights, workflows, business review processes, dashboards, trading routines, and issue-resolution frameworks.

• Foster team development, culture, talent management, and succession planning.

• Manage relationships with external agencies, technology partners, and service providers.

• Take charge of annual, quarterly, monthly, and peak-period business planning.

• Utilize data analytics, scorecards, reporting routines, and performance reviews to identify gaps and enhance outcomes.

• Provide leadership with insights into risks, opportunities, investments, decisions, performance metrics, priorities, and future outlook.

• Link Americas commercial operations with global DTC and digital commerce teams.

• Collaborate with various departments including Marketing, Product, Finance, Supply Chain, Operations, Customer Experience, Legal, IT, Performance Marketing, CRM, Brand Marketing, and corporate teams.

• Deliver insights on consumer, customer, and competitive landscapes to inform decisions related to portfolio management, pricing, promotions, media strategies, technology, inventory, and supply chain.

⛳️ Requirements

• Bachelor's degree or higher in business, marketing, e-commerce, finance, or a related field.

• Over 8 years of progressive experience in DTC, e-commerce, digital commerce, sales, or customer management.

• Minimum of three years managing e-commerce operations within North America.

• Demonstrated success in owning significant revenue, GMV, profitability, market share, or customer-growth objectives.

• Experience in leading cross-functional digital commerce teams with both strategic oversight and hands-on execution capabilities.

• Practical experience with Shopify, Amazon, or comparable commerce platforms.

• Familiarity with Amazon's retail, advertising, marketplace, promotional, and operational environments.

• Strong understanding of North American consumer behavior, digital merchandising, performance marketing, CRM, fulfillment, customer experience, and e-commerce operational frameworks.

• Excellent analytical, commercial, financial, leadership, negotiation, executive presentation, business planning, and cross-functional communication skills.

• Proficiency in business English is a must.

• Candidates must have authorization to work for any employer in the U.S.

• Position located in Seattle, WA.

• Proficiency in Mandarin Chinese is an advantage.

• Preferred experience includes consumer electronics, smart home technology, robotics, appliances, connected devices, durable consumer goods, owned DTC plus Amazon operations, global or Asia-based headquarters, subscriptions, replenishment systems, accessories, or recurring revenue models.

🏝️ Benefits

• Competitive salary with performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• 401(k) retirement plan with company match.

• Flexible work hours and remote work options.

• Generous paid time off and holiday schedule.

• Employee discounts on iRobot products.

• Opportunities for professional development and career advancement.