Head of Marketplaces

Fynde Global Recruitment; India; On-site; INR 6,000,000 - 10,000,000; Full time

Job summary

Fynde is partnering with a leading cross-border e-commerce brand expanding in India. We seek a Head of Marketplaces – India to own and scale the marketplace presence, onboard new platforms, and build a profitable revenue stream.

The role is senior and entrepreneurial, reporting to senior leadership. You will drive market development from scratch, eventually shaping a team of 8–10 as the business grows, and work closely with cross-functional teams to ensure scalable operations and optimal

Qualifications

• Significant marketplace, e-commerce or digital commerce experience.
• Strong knowledge of Indian marketplace ecosystem and operators.
• Experience launching, managing or scaling large marketplace businesses.
• Entrepreneurial mindset to build a new function.

Responsibilities

• Own India marketplace strategy and performance end-to-end.
• Identify and establish relationships with marketplace operators.
• Negotiate commercial terms and launch new platforms.
• Scale marketplace channels into profitable revenue streams.
• Collaborate with logistics, tech and commercial teams to optimize performance.

Skills

Marketplace strategy

E-commerce growth

Channel partner relations

Team building

English communication

Job description

Function: E-commerce / Marketplaces / International Growth

The Opportunity

Fynde has partnered with a leading cross-border e-commerce brand with a strong presence in the UAE as it continues its international expansion.

As part of this next phase of growth, we are searching for a Head of Marketplaces – India to take ownership of developing and scaling the company's marketplace presence across the Indian market.

This is a senior, highly entrepreneurial position reporting directly to the senior leadership team.

The mandate goes significantly beyond managing existing marketplace accounts. You will be responsible for identifying and establishing relationships with new marketplace partners, successfully launching the business onto those platforms and then building each channel into a scalable and profitable revenue stream.

The business operates a cross-border, non-stock model, providing access to a significant international product catalogue without holding traditional inventory within each market.

The Role

You will have end-to-end ownership of the company's marketplace strategy and performance across India.

Starting without an established local marketplace team, you will personally drive the initial market development, marketplace onboarding and launch process. As channels begin trading and revenue grows, you will build the function around you, with the potential to scale to approximately 8–10 team members as the business develops.

Your responsibilities will include:

• Identifying and prioritising marketplace opportunities across India.
• Establishing senior commercial relationships with marketplace operators and developing those relationships over the long term.
• Negotiating and securing the necessary commercial arrangements to launch and trade on new platforms.
• Managing marketplace account creation, integration and go-live.
• Developing the strategy for introducing a substantial international catalogue onto each platform, potentially ranging from 100,000 products to several million SKUs.
• Owning product listing, catalogue development and marketplace optimisation.
• Developing each marketplace from initial launch into a meaningful, scalable and profitable sales channel.
• Taking ownership of marketplace trading performance and identifying opportunities to accelerate revenue and improve profitability.
• Monitoring and improving key commercial and operational metrics including net revenue, gross margin, net margin, cancellation rates and return rates.
• Working closely with internal technology, logistics, commercial and operational teams to ensure marketplace performance can scale effectively.
• Understanding cross-border fulfilment routes and working with the wider business to optimise logistics, delivery and customer experience.
• Building processes, automation and workflows that allow the marketplace operation to scale without unnecessary manual intervention.
• Recruiting and developing a marketplace team as trading volumes and the number of active channels increase.

About You

We are particularly interested in speaking with individuals who have gained significant marketplace experience from within businesses such as Amazon, Flipkart or another major marketplace platform operating in India.

You will understand marketplaces from the inside: how they operate commercially, how sellers successfully launch and scale, how catalogue and operational performance influence growth, and how relationships within the marketplace ecosystem are developed.

• Significant marketplace, e-commerce or digital commerce experience, ideally including experience within Amazon, Flipkart or another major marketplace, large marketplace seller, e-commerce retailer or omnichannel business.
• Strong knowledge of the Indian marketplace and e-commerce ecosystem.
• Experience launching, managing or scaling significant marketplace businesses or seller operations.
• A strong commercial mindset with the ability to understand a channel from revenue through gross margin to net profitability.
• Experience working with large product catalogues and complex marketplace environments.
• The ability to build commercial relationships and navigate large marketplace organisations.
• The entrepreneurial mindset required to build a new function rather than inherit an established team and infrastructure.
• The ability to operate independently while working directly with senior leadership.
• Excellent written and spoken English.
• Direct experience within cross-border e-commerce.
• An understanding of international logistics and fulfilment routing.
• Experience within inventory-light, non-stock or similarly complex e-commerce models.

AI & Automation

Technology and automation are important components of how the business intends to scale its marketplace operations.

You don't need to be a software engineer, but you should be comfortable using modern AI tools to improve the way you work and should understand how AI can be applied to marketplace operations at scale.

Ideally, you will have experience with:

• AI-powered workflow automation.
• Creating practical AI agents and automated workflows.
• Agentic AI tools such as Claude or comparable platforms.
• Using AI to improve catalogue management, analysis, marketplace operations and repetitive processes.

Exposure to building lightweight artifacts, internal tools or microsites using Supabase or similar technologies would be an advantage, but is not essential.

More important is an enthusiasm for using technology intelligently to solve commercial and operational problems.

What Success Looks Like

Success in this role will ultimately be measured by the creation of profitable, scalable marketplace channels.

Your key performance measures will include:

You'll be expected to take ownership of the complete commercial picture rather than focusing solely on top-line sales.

Why Join?

This is an opportunity to build rather than simply manage.

You'll work directly with the senior leadership team, have significant autonomy over marketplace expansion within India and play a central role in establishing new revenue channels for an established cross-border e-commerce business.

As those channels grow, you'll have the opportunity to build your own team and develop a marketplace operation capable of supporting substantial international scale.