Director, Amazon & Marketplaces

FIGS is looking for a strategic, commercially driven Director, Amazon & Marketplaces to lead and grow our Amazon business. Acting as the general manager of the channel, this leader will own its strategy, financial performance, customer experience, and execution—building Amazon into a meaningful, profitable growth channel for FIGS. This role requires deep, hands-on Amazon expertise and the ability to connect marketing, merchandising, and operations into a cohesive growth strategy. You will lead our Amazon agency relationship and partner across FIGS to improve performance, resolve challenges, and unlock new opportunities while protecting our premium brand positioning. The ideal candidate is both a growth strategist and an experienced operator who knows how to navigate Amazon’s complexity. You understand how the platform works, anticipate obstacles, and turn insights into action. As FIGS evaluates international expansion, this role will also help determine whether, when, and how to enter additional Amazon markets and other third-party marketplaces, with the opportunity to oversee those businesses over time. What you’ll be doing: Own Channel Strategy, Growth, and Financial Performance Serve as the general manager of FIGS’ Amazon business, accountable for revenue growth, profitability, and overall channel performance. Develop the annual business plan and multiyear growth strategy, translating goals into clear priorities, investment recommendations, and measurable milestones. Own channel forecasting and performance management in partnership with Finance, including revenue, advertising spend, marketplace fees, fulfillment costs, returns, and contribution margin. Identify and prioritize growth opportunities across assortment, discoverability, conversion, advertising, promotions, and customer retention. Define Amazon’s role within FIGS’ broader channel strategy, balancing incremental growth with brand positioning, pricing consistency, and profitability. Lead Agency and Cross-Functional Execution Own the Amazon agency relationship, setting strategy, scope, goals, budgets, and performance expectations. Hold the agency accountable for execution and results across account management, advertising, catalog health, content, and reporting. Serve as the central business owner connecting Marketing, Creative, Merchandising, Inventory Planning, Operations, Finance, CX, and other partners. Establish clear responsibilities, regular business reviews, and processes that enable timely decisions and effective execution. Bring recommendations, results, risks, and investment needs to senior leadership with clear supporting analysis. Drive Marketing, Merchandising, and the Customer Experience Direct the Amazon marketing strategy across paid advertising, organic discovery, promotional events, and relevant traffic from outside Amazon. Oversee advertising investment and agency execution across Sponsored Products, Sponsored Brands, Sponsored Display, and other relevant Amazon advertising solutions. Evaluate performance across total channel sales, organic and paid growth, customer acquisition, conversion, and profitability. Partner with Merchandising to define the right assortment, product launch plans, and promotional calendar for the channel. Lead ongoing improvements to the FIGS Storefront, product detail pages, A+ content, search optimization, and catalog structure in partnership with the agency and internal teams. Ensure the shopping experience communicates FIGS’ product differentiation and premium brand consistently. Manage Inventory, Operations, and Platform Health Partner with Inventory Planning and Operations to align demand forecasts, inventory allocation, replenishment, and fulfillment with channel growth plans. Proactively manage in-stock performance, inventory productivity, storage capacity, aged inventory, and fulfillment costs. Lead resolution of Amazon-specific challenges, including inventory restrictions, suppressed listings, variation issues, account health concerns, and fulfillment disruptions. Use a deep understanding of Seller Central, Amazon policies, and escalation paths to anticipate issues and minimize business disruption. Establish repeatable processes that improve operational efficiency and support a larger marketplace business. Build Insights and Evaluate Expansion Develop reporting that gives FIGS a clear view of channel performance, growth drivers, customer behavior, and emerging risks. Establish a test-and-learn approach to evaluate content, advertising, assortment, and promotional strategies. Monitor competitors, marketplace developments, and changes to Amazon’s tools and policies to inform decisions. Evaluate opportunities to enter international Amazon markets and other third-party marketplaces, including customer demand, economics, operational requirements, and brand fit. Develop business cases and launch plans for approved opportunities, with the potential to assume broader marketplace leadership over time. About you: 8+ years of relevant experience in ecommerce or marketplace growth, including 5+ years of direct experience managing and scaling an Amazon business. Demonstrated ownership of channel strategy and financial performance, with a track record of delivering revenue growth and improving profitability. Deep, hands-on expertise in Amazon Seller Central, including catalog management, fulfillment, account health, inventory constraints, and issue escalation. Broad marketplace experience spanning marketing, merchandising, inventory planning, operations, and financial management. Strong command of Amazon advertising, including campaign strategy, budget allocation, measurement, and the relationship between paid investment and total channel performance. Experience managing agencies against clear business goals, with the expertise to challenge recommendations and hold partners accountable. Highly analytical, with strong financial judgment and the ability to translate complex data into clear priorities and decisions. Proven ability to lead cross-functional initiatives, influence partners, and drive execution without direct reporting authority. A strategic thinker who is equally comfortable building a growth plan and getting into the details to solve a platform issue. Excellent communication, organization, and project management skills, including the ability to present recommendations to senior leadership. Experience with premium consumer brands, apparel, or businesses with complex size and color assortments preferred. International Amazon or additional marketplace launch experience preferred. Advanced proficiency in Excel or Google Sheets and experience with Amazon reporting and analytics tools. Bachelor’s degree or equivalent relevant experience. FIGS Compensation and Benefits Pay Range At FIGS, your base salary is one part of your total compensation package. This role's base salary range is between $170,000 and $200,000. Actual base salary is determined based on a number of factors, including but not limited to your relevant skills, qualifications, and years of experience. Additional Compensation and Benefits Equity: Eligible FIGS employees have the opportunity to own shares of FIGS stock through our new-hire equity program. Additionally, FIGS provides a discount when purchasing FIGS stock voluntarily through our FIGS Employee Stock Purchase Plan Annual bonus: This position is eligible to participate in the FIGS annual bonus program Other compensation and benefits offered include: Comprehensive benefits and perks package focused on your well-being, including premium medical, dental and vision coverage, and full access to wellness services through Classpass. 100% FIGS-sponsored life insurance and disability insurance Amazing 401(k) program, with a company match up to the first 6% of your contribution Generous paid time off - We have 12 company holidays. For salaried team members, we offer flexible vacation. For our hourly team members, we offer up to 3 weeks of accrued vacation Meaningful time away for baby bonding, including parental leave, new parent care meals, and a transition back to work for primary caregivers Personalized discount code for 50% off all FIGS products, along with a separate code to share with family and friends to enjoy a 25% discount site-wide In-office catered meals, stocked pantry & fridge, and biweekly barista on site