Head of Marketplaces

About the role

This is a builder role. Retail marketplaces are a newer growth channel for us, so you'll be standing up the strategy, systems, and partner relationships largely from scratch rather than optimizing something already mature. You work directly with the Founder / CEO and have full ownership of marketplace strategy and execution.

Responsibilities

• Channel Strategy & P&L: Own revenue, margin, and growth targets across Walmart.com, Target.com, and other retail marketplaces.
• Retail Media & Advertising: Manage retail media spend (Walmart Connect, Target Roundel, and similar platforms) to drive traffic and conversion on each channel.
• Listing Optimization: Own product listing content, imagery, and SEO on each marketplace to maximize discoverability and conversion.
• Demand Planning & Inventory: Forecast demand and coordinate inventory and fulfillment with retail partners and our internal operations team.
• Retail Relationship Management: Manage relationships with retail buyers and vendor managers, negotiate terms, and resolve issues as they arise.
• Marketplace Expansion: Evaluate and launch new retail marketplace channels as opportunities arise.
• Compliance & Operations: Ensure compliance with each retailer's requirements, including packaging, EDI, and chargeback management.
• Cross-Functional Coordination: Partner with the Director of Operations on supply and fulfillment, and with the Growth team on paid media strategy and creative needs.

Qualifications

• Experience owning retail.com or marketplace channels (Walmart.com, Target.com, or similar) at a CPG, DTC, or supplement brand.
• Experience with retail media platforms such as Walmart Connect, Target Roundel, or Criteo.
• Strong understanding of retail vendor relationships, EDI, chargebacks, and retailer compliance requirements.
• Track record of growing revenue on retail marketplace channels.
• Analytical, data-driven approach to channel P&L and demand forecasting.

Preferred:

• Experience in the supplement, wellness, or health and beauty category.
• Experience launching a new retail marketplace channel from scratch.
• Familiarity with Amazon marketplace operations, even though it isn't the primary focus of this role.

Who This Role Is Not For

• This is not for people who've only worked on Amazon and assume every marketplace works the same way. Walmart and Target have their own systems, requirements, and buyer relationships.
• This is not for people who need mature systems and settled processes already in place. You'll be building this channel largely from the ground up.
• This is not for people uncomfortable owning a P&L directly and being accountable for it.
• This is not for people who are resistant to direct, frequent feedback or unwilling to work closely with AI tools and offshore virtual assistants. We rely heavily on both.

Work Environment

• Remote-first, with occasional travel for retailer meetings as needed.
• Direct access to and regular collaboration with the Founder / CEO.
• Fast-paced, high-ownership environment with minimal approval layers between decision and execution.
• Performance and outcomes are prioritized over hours worked or process.

What We Value

• Output-Focused: We prioritize and reward results.
• Accountability: Team members own their decisions, mistakes, and outcomes.
• Thirst for Knowledge: We learn continuously from data, customers, and each other.

Hiring Process

• Application review.
• Interview with recruiter.
• Interview with Founder / CEO.
• Study: a scoped case study on retail marketplace strategy.