Amazon Lead (Senior Manager to Director) · Remote, India
About Mellow
Mellow Sleep is one of the fastest growing consumer brands in the U.S., scaling from $0 to $100 Million in revenue in under 9 months.
We are the #1 Home brand on TikTok Shop and are rapidly expanding across major retail and commerce channels, including Target, QVC, Walmart, Amazon, and wholesale.
Amazon is one of the largest and fastest growing channels in our portfolio and we are hiring a Lead to own it end to end. Title flexes with experience (Senior Manager, Associate Director, or Director), but the mandate is the same: run Amazon as a full P&L and take it from an agency-managed channel to a world-class in-house function.
The Role
You'll report to our Director of Growth and work directly with the CEO. You own the Amazon P&L: Sponsored Products, Sponsored Brands, Sponsored Display, DSP, listings, catalog, retail operations, and marketplace strategy. Ad spend is already in the multi-million-dollar-per-year range and growing.
Phase one runs through our current agency. You set the strategy, the KPIs, and the operating cadence, and you drive results as if the agency reported to you. Over time, on your recommendation, you'll bring the function in-house: hire the operators, decide what stays outsourced, and build the systems that let Amazon scale alongside DTC and TikTok Shop.
This is a hands-on operator role. You'll be in Seller Central, Amazon Ads, and the numbers yourself, not reviewing decks.
What You Will Own
P&L and Growth
- Amazon revenue, contribution margin, and market share across the catalog
- Portfolio strategy across SP, SB, SD, and DSP against a clear contribution-margin bar
- The weekly and monthly Amazon forecast: revenue, ad spend, TACOS, ACOS, contribution margin
- One set of numbers: reconciling Amazon reporting with Shopify, Triple Whale, and finance
Agency Management, Then Insourcing
- Run the current agency to a higher standard: clear KPIs, weekly cadence, tight monitoring
- Rewrite scope and terms where needed; renegotiate, split, or replace as the numbers demand
- Design and hire the in-house Amazon team and author the internal playbook
- Decide what stays outsourced (creative production, translations, edge cases) vs. owned (strategy, bidding, catalog, retail ops)
Retail Operations and Catalog
- Listing quality and continuous PDP CRO: titles, bullets, A+, brand store, images, video
- Inventory health: IPI, days of cover, restock planning, coordination with ops and 3PL
- Retail ops: Buy Box, pricing, MAP, chargebacks, Brand Registry, Vine, deals, case management
- Promo calendar: Prime Day, Prime Big Deal Days, BFCM, and category events, aligned with DTC and TikTok Shop
Systems and Cross-Functional Work
- Build (not inherit) the bid, budget, and pause decision systems for Amazon at scale
- Structured testing of new placements and formats: pilot design, budget allocation, pre-committed kill criteria
- Partner with Creative, Retention, and DTC media buying so Amazon isn't a silo
- AI-first workflow: automations, scripts, and models wherever they earn their place
- 6+ years running Amazon at scale for a D2C or consumer brand, with sustained ownership of multi-million-dollar annual Amazon Ads spend. Ownership means strategy, structure, and budget authority, not just execution.
- Deep, hands-on expertise in Sponsored Products, Sponsored Brands, and Sponsored Display; hands-on DSP strongly preferred.
- Fluent in Seller Central and Vendor Central mechanics, catalog, Brand Registry, and retail operations. Experience on amazon.com, amazon.in, or other marketplaces is all welcome, as long as it's at real scale.
- Track record scaling an Amazon business through the $10M–$50M+ revenue band (or a comparable ceiling in your market).
- You've built bid, budget, and pause decision systems yourself, and can walk us through one.
- Contribution-margin-first thinking: Amazon fees, FBA economics, returns, coupon and deal math.
- Experience running and elevating a performance agency, including changing agencies when the results warranted it.
- Experience building or restructuring an Amazon function in-house, including hiring.
- AI is part of your daily workflow, not a talking point.
Bonus Points
- Amazon Marketing Cloud (AMC) and audience-based DSP work
- Vine, Subscribe & Save, and long-tail growth levers
- Scripting against Amazon Ads API / SP-API; SQL for ad-hoc analysis
- Retail media beyond Amazon: Walmart Connect, Target Roundel, Instacart Ads
- Home goods, mattress, furniture, or other considered-purchase categories
- Running Amazon through inventory-constrained periods
- International expansion (CA, UK, EU, MX)
- Compensation: Competitive, based on experience
- Employment: Full time
- Location: Remote (India)
- Working hours: Meaningful overlap with U.S. eastern time zones required
- Direct line to the CEO and Director of Growth; real budget authority from day one
- Ownership of a multi-million-dollar channel at a nine-figure brand, with a mandate to build the team
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