Director of Commerce

Role Overview

We're hiring a Director of Commerce to own revenue and margin across every channel where we sell directly to consumers. Our DTC marketplaces include TCGplayer, our webstore, and more. Live commerce includes Whatnot, TikTok Live, and physical retail (our NYC flagship and future stores).

This is a builder's role, not a caretaker's. You'll inherit a fast-growing, founder-led business with real momentum, imperfect data, and a lot of whitespace. Your job is to turn that into a documented, measurable revenue machine, a live show calendar that humms, a sales team that hits its numbers, a retail floor that converts, and a dashboard the whole company can run off of.

Who is this role for

• You probably:
• Have owned revenue and margin across at least two of: marketplaces (TCGplayer, Amazon, eBay), live commerce (Whatnot, TikTok Live), and retail / shop-floor environments.
• Have personally taken a sales or revenue function from "vibes and spreadsheets" to a documented system with a team, a cadence, and a dashboard.
• Talk and think like an owner, in P&L, payback, inventory turn, sell-through, not just in topline GMV.
• Get genuinely fired up about trading cards, collectibles, live commerce, or the broader hobby and creator economy.
• Have thrived in messy, founder-led, high-growth environments and prefer that to a polished corporate seat.

Time and intensity expectations

• Expect to be on-site at our NYC flagship and live studio regularly. This is not a remote role.
• Live commerce peaks in the evenings and on weekends. You'll be present for key shows, drops, and retail peak periods, and you'll structure your week around revenue, not around a standard 9 to 5.
• You should be comfortable being on the hook for a number every week, every month, every quarter, and being public about it.
• You'll be hands-on for the first 6–12 months. That means hosting shows when needed, jumping on the retail floor, building scrappy reports yourself, and troubleshooting listings before you have a team to delegate to.

What you will actually do

• Own revenue and margin across every DTC channel
• Full P&L ownership across DTC marketplaces, live selling channels, and the retail store, including growth targets, pricing guardrails, channel strategy, and the call on which channels to double down on versus sunset.
• Treat every stream and major drop as a live sales event. Set the show calendar and cadence, design show formats, and optimize the metrics that matter: GMV per hour, sell-through rate, AOV, and repeat buyer rate across Whatnot, TikTok, and whatever comes next.
• Own sales team performance, live stream hosts, traditional ecommerce sales, and the retail floor
• Build, coach, and manage the on-camera hosts and the in-store sales team. Set scripts and standards. Make sure your top performers consistently cover the highest-value shows and peak retail traffic.
• Own merchandising and promo strategy
• Decide what products, bundles, bounties, mystery formats, and in-store promos go on which platform and when. Work in lockstep with buying and inventory to drive both cash flow and inventory turn, without giving away margin.
• Own sales data, reporting, and the feedback loop into the rest of the business
• Define and maintain the core sales dashboards for DTC, live, and retail. Translate those numbers into clear recommendations for buying (what to order more of), ops (where to staff up), finance (what to forecast), and the founder (what to bet on next).

How you will be measured

• In the first 12 months, success looks like:
• Reporting cadence in place: By month 6, at least 95% of live shows, marketplace events, and retail days are logged, and the weekly revenue review is happening every week.
• LIVE commerce program leveled up: A consistent weekly schedule of live selling hours, with measurable improvement in revenue per live hour and repeat buyer rate versus the day-one baseline.
• NYC flagship launched and ramping: Store launches with tracking for daily revenue, traffic, conversion, and AOV in place. By month 9, a stable monthly revenue run rate with clear improvement in conversion and AOV versus the first full month.
• Team built and stabilized: By month 6, core hires for live and retail are made and ramped. By month 12, at least 80% of live selling hours and peak retail shifts are covered by core team members, hitting defined productivity standards (revenue per hour for hosts; revenue per labor hour and add-on rate for retail).
• Revenue growth with margin discipline: Year-over-year revenue growth across DTC marketplaces, live commerce, and retail, while staying inside agreed discount and margin guardrails. Channel revenue targets were hit or exceeded in the majority of months.

Qualifications

• Brings 7–12 years of experience in sales, including at least 3 years in a director‑level or senior sales leadership role.
• Proven builder in messy environments. You've personally taken a sales or revenue function from low structure and limited data to a documented, measurable system, team, process, and dashboards. You built it; you didn't just inherit it.
• High ownership and accountability. You're comfortable being on the hook for clear revenue and margin targets, you track your own numbers openly, and your default is "the result is my responsibility."
• Relentless executor, not a strategy-only leader. You'll host shows, jump on the retail floor, build scrappy reports, and troubleshoot listings when that's what the number requires. No work is beneath you if it moves revenue.
• Data-driven, test-and-learn operator. You can build usable reports from imperfect data, run real experiments on cadence, hosts, offers, and pricing, measure impact, and kill what doesn't work.
• Team builder and performance coach. You've hired, trained, and managed sales, host, or retail teams. You set standards, inspect activity and results, rank performance, and have the hard conversations to raise the bar.
• Relevant multi-channel DTC experience. You've owned revenue across at least two of: marketplaces (TCGplayer, Amazon, eBay), live commerce (Whatnot, TikTok Live), and retail or shop-floor environments. You understand how channel differences change pricing, promos, and staffing.

Bonus if you have

• Live commerce or creator/streamer background.
• Trading cards, collectibles, or hobby retail experience.
• Track record scaling marketplaces (Amazon, eBay, TCGplayer, etc.).
• Opened or scaled at least one retail store.
• Comfortable with self-serve analytics tools (Looker, Metabase, Mode, etc.).

Benefits

• Health Insurance
• Dental & Vision Coverage
• Paid time off
• 401k
• Employee Discounts
• Gym Membership Reimbursements

Stream

Long Island City, NY