Salary Range: $137,000.00 - $196,000.00
IntroductionThe Director of Sales, DTC & Amazon, Americas leads iRobot's owned direct-to-consumer business and Amazon sales across the Americas, with primary focus on the United States and Canada. The role is accountable for profitable growth, channel execution, customer experience, and digital commerce performance across iRobot.com, Amazon, and relevant emerging commerce platforms.
Reporting to the Head of Sales, Americas, this leader manages an integrated DTC and e-commerce team of approximately 4-5 employees and serves as a key connection between the Americas organization and global digital commerce teams. The ideal candidate balances strategic commercial ownership with hands-on execution across revenue, profitability, traffic, conversion, assortment, pricing, promotions, inventory, launches, and operational issue resolution.
What You Will Do:DTC & Amazon Commercial Leadership- Lead the Americas DTC business across iRobot.com, Shopify, TikTok, and other owned or emerging digital commerce platforms.
- Own annual and quarterly DTC and Amazon revenue, GMV, profitability, market share, customer growth, and channel performance objectives.
- Develop and execute commercial, promotional, seasonal, peak-period, and new product launch plans across DTC and Amazon.
- Lead Amazon customer planning, negotiations, retail and advertising relationships, Prime events, catalog health, content quality, product availability, ratings and reviews, and digital shelf execution.
- Improve traffic, conversion, average order value, customer acquisition, retention, repeat purchase, advertising efficiency, merchandising performance, and customer experience.
- Coordinate DTC and Amazon assortment, pricing, promotions, media, inventory, and launch plans while maintaining appropriate channel differentiation.
Team Leadership & Operating Rhythm- Lead and integrate DTC, Amazon, e-commerce operations, merchandising, and supporting capabilities into one coordinated digital commerce team of approximately 4-5 employees.
- Define team responsibilities, KPIs, decision rights, workflows, business reviews, dashboards, trading routines, and issue-resolution processes.
- Develop team capabilities and build a fast, accountable, collaborative, and results-oriented culture.
- Build talent and succession plans, establish individual development priorities, and effectively manage external agencies, technology partners, and service providers.
Merchandising, Inventory & OperationsPlanning, Analytics & Cross-Functional Collaboration- Own annual, quarterly, monthly, and peak-period business planning for DTC and Amazon, translating regional revenue, profit, and market share objectives into executable channel plans.
- Use data, scorecards, reporting routines, and performance reviews to identify gaps, diagnose root causes, prioritize actions, and improve results.
- Provide clear visibility to leadership on commercial risks, upside opportunities, investment needs, required decisions, business performance, priorities, and outlook.
- Serve as the key Americas commercial connection to global DTC and digital commerce teams, translating global priorities and capabilities into executable Americas plans.
- Partner with Marketing, Product, Finance, Supply Chain, Operations, Customer Experience, Legal, IT, Performance Marketing, CRM, Brand Marketing, and headquarters teams to deliver channel objectives.
- Provide consumer, customer, and competitive insights to inform portfolio, pricing, promotional, media, technology, inventory, and supply decisions.
To Be Successful You Will Have:- Bachelor's degree or above in business, marketing, e-commerce, finance, or a related field.
- 8+ years of progressive experience in DTC, e-commerce, digital commerce, sales, or customer management, including at least three years managing e-commerce operations in North America.
- Proven ownership of meaningful revenue, GMV, profitability, market share, or customer-growth targets.
- Demonstrated experience leading cross-functional digital commerce teams and operating effectively at both strategic and hands-on execution levels.
- Hands-on experience with Shopify, Amazon, or similar commerce platforms, including knowledge of Amazon retail, advertising, marketplace, promotional, and operational environments.
- Strong understanding of North American consumers, digital merchandising, performance marketing, CRM, fulfillment, customer experience, and e-commerce operating models.
- Strong analytical, commercial, financial, leadership, negotiation, executive presentation, business-planning, and cross-functional communication skills.
- Preferred experience includes consumer electronics, smart home, robotics, appliances, connected devices, durable consumer goods, owned DTC plus Amazon, global or Asia-based headquarters, subscriptions, replenishment, accessories, or recurring-revenue models.
- Fluent business English required; Mandarin Chinese is a plus.
- Based in Seattle, WA
