Head of Marketplace

About the Role

Gaia is opening its Marketplace to our own members. Among our subscribers are teachers, healers, practitioners, artists, and makers — people whose skills and wares are often the reason they found Gaia in the first place. Our opportunity is to give them a storefront and the trust of the Gaia brand. We're looking for a merchant to build that business. You'll fill the store by recruiting sellers from our subscriber base, and you'll drive awareness, traffic, and conversion by marketing the store back to our members.

This is a build role. The seller pipeline and the demand engine largely don't exist yet. At Gaia, soft skills are key to success. We seek candidates with strong interpersonal abilities – effective communication, teamwork, prioritization, and problem solving – who can adapt to change, manage conflicts with empathy, and collaborate well with diverse teams. While technical skills matter, we highly value those who build positive relationships, contribute to a supportive culture, and approach challenges with a solution-oriented mindset. If this sounds like you, you’ll thrive in our dynamic environment.

Must be able to work on campus in Louisville, CO. US citizenship or an existing work visa is required. Gaia subscribers strongly preferred. Non-smoker.

Responsibilities

• Fill the store - Recruit sellers from Gaia's membership — identify who has something to sell, and bring them on
• Own the seller pipeline end to end: outreach → onboarding → first listing → first sale → repeat
• Build the assortment: what categories we carry, what quality bar we hold, what we say no to
• Set pricing and take-rate strategy, and help sellers price and present well

• Drive the business - Own Marketplace merchandising: what gets featured, to whom, and when
• Own the promotional calendar — launches, seasonal moments, exclusives, campaigns
• Build always-on discovery across Gaia's owned surfaces: home, in-app, contextual placements, search and browse
• Build lifecycle marketing that connects what a member watches to what they might buy
• Own conversion: sales pages, product presentation, checkout experience, repeat purchase
• Tell sellers' stories — our best marketing is our members

• Own the numbers - Own the Marketplace P&L: GMV, take rate, margin
• Report performance, insight, and recommendations to leadership
• Partner with a product squad on seller tools, payouts, ratings, and search — you set priorities, not tickets

Not in Scope: This role does not source, contract, or operate Gaia's tours, retreats, or travel programs. Travel offerings on the Marketplace will be merchandised by this role, not run by it.

How We'll Measure Success

• Active sellers and new sellers per month
• Listings created, and the share of listings that sell
• Time from seller signup to first sale
• Share of Gaia members who buy, and repeat purchase rate
• GMV, take rate, and contribution margin

Requirements

• A merchant's instincts — you know what will sell, to whom, and how to present it
• Experience building the supply side of a marketplace or creator platform: you've grown a seller, creator, or instructor base from small to large
• Real merchandising and promotional chops — assortment, pricing, sell-through, campaign calendars
• Strong direct-response marketing skills, especially lifecycle and email
• Comfort with marketplace mechanics: liquidity, take rate, cold-start, curation vs. scale
• The judgment to protect a brand our members trust

Preferred: creator-economy or community-commerce background — Etsy, Patreon, Teachable, Kajabi, Substack, Skillshare, or similar. Experience in a membership or subscription business.