Director of E-Commerce Growth

MATCHA.COM; California (MO); On-site; USD 150,000 - 230,000; Full time

Job summary

MATCHA.COM is seeking a Director of E-commerce Growth to lead the growth of our online business and own the e-commerce P&L. The role partners with the CEO to shape and execute a data-driven growth strategy across acquisition, conversion, retention, and lifetime value, delivering sustainable revenue and profitability.

This senior, hands-on leader will build a high-performing e-commerce organization, define KPIs and dashboards, manage cross-functional teams, and evaluate new channels and

Qualifications

• 8+ years of progressive e-commerce experience.
• Proven track record of leading growth campaigns.
• P&L ownership or significant commercial ownership.
• Strong understanding of the full e-commerce funnel.
• Strong financial and analytical skills.
• Data-driven growth strategies across DTC, marketplaces, social.
• Experience leading cross-functional teams.
• Excellent executive communication.
• Bachelor's degree preferred in related field.

Responsibilities

• Own and execute the overall e-commerce growth strategy.
• Identify high-impact opportunities to accelerate online revenue.
• Develop full-funnel growth strategy spanning acquisition, traffic, conversion, AOV, retention, and LTV.
• Lead a culture of testing and optimization across the e-commerce journey.
• Evaluate new channels, platforms, partnerships, and growth opportunities.
• Translate customer behavior, market trends, and performance data into clear commercial actions.
• Partner with the CEO on e-commerce strategy and opportunities.
• Present performance, forecasts, opportunities, and risks to leadership.
• Establish a clear e-commerce performance dashboard and cadence.

Skills

E-commerce growth

P&L ownership

Data-driven

Cross-functional leadership

Executive communication

Education

Bachelor's degree in business/marketing/finance

Job description

The Director of E-commerce Growth is responsible for leading the growth of our e-commerce business and owning the e-commerce P&L, ensuring the business delivers sustainable revenue and profitability through effective growth strategies, commercial decision-making, and continuous performance optimization. The Director will work closely with the CEO to develop and execute the e-commerce growth strategy and identify opportunities to accelerate business performance.

This is a commercially focused leadership role with two core areas of responsibility: driving significant, sustainable e-commerce growth and maintaining ownership of the e-commerce P&L. The Director will be responsible for developing and executing the e-commerce growth strategy across the full customer journey, from customer acquisition and conversion through retention and repeat purchase.

The ideal candidate is a proven e-commerce operator with 8+ years of experience and a demonstrated track record of leading successful growth initiatives. They will be highly analytical and commercially minded, with the ability to translate customer, channel, and financial data into actionable strategies and profitable business decisions.

The Director will maintain accountability for e-commerce revenue, profitability, and overall P&L performance, while partnering closely with cross-functional teams to identify opportunities, optimize performance, and accelerate growth. This is a hands‑on leadership role for someone who thinks like a general manager, moves with urgency, and is focused on identifying and executing the opportunities that will have the greatest impact on the business.

Core Responsibilities

• Own and execute the overall e-commerce growth strategy, aligned with broader company objectives.
• Identify and prioritize the highest‑impact opportunities to accelerate online revenue and profitable growth.
• Develop a full‑funnel growth strategy spanning customer acquisition, traffic, conversion, average order value, retention, repeat purchase, and customer lifetime value.
• Lead a culture of continuous testing and optimization across the e-commerce customer journey.
• Evaluate new channels, platforms, partnerships, and growth opportunities and determine where the company should invest.
• Translate customer behavior, market trends, and performance data into clear commercial strategies and actions.

P&L & Commercial Ownership

• Own the e-commerce P&L and be directly accountable for revenue, gross margin, contribution margin, and profitability.
• Develop and manage e-commerce financial plans, forecasts, budgets, and performance targets.
• Make informed commercial tradeoffs between growth and profitability, including acquisition investment, promotions, pricing, and customer economics.

Digital Commerce & Conversion

• Own the performance of the e-commerce experience across relevant DTC, marketplace, and social commerce channels.
• Identify opportunities to improve conversion, merchandising, pricing, promotions, product discovery, and customer experience.
• Develop and manage a rigorous CRO and experimentation roadmap.
• Partner with the different departments to continuously improve the online customer journey.
• Ensure e-commerce initiatives are grounded in customer insights and measurable business outcomes.

Growth Marketing & Customer Acquisition

• Partner closely with Marketing and performance teams to maximize the efficiency and scale of customer acquisition.
• Evaluate paid media, organic, affiliate, influencer, social commerce, marketplace, and other acquisition channels.
• Establish clear performance targets and ROI expectations for growth investments.
• Ensure marketing and e-commerce strategies work together to drive profitable customer growth.

Team & Cross‑Functional Leadership

• Build, lead, and develop a high‑performing e‑commerce organization as the business scales.
• Establish clear goals, KPIs, accountability, and operating rhythms for the e‑commerce function.
• Lead cross‑functional alignment across Marketing, Finance, Product, Operations, Supply Chain, Creative, and Technology.
• Manage external agencies, vendors, technology partners, and marketplace relationships where applicable.
• Serve as the internal subject‑matter expert and senior advocate for e‑commerce growth.
• Partner directly with the CEO on e‑commerce strategy, performance, priorities, and growth opportunities.
• Present e‑commerce performance, forecasts, opportunities, and risks to the CEO and senior leadership.
• Provide clear recommendations and commercial insights to support business‑level decision‑making.
• Establish a clear e‑commerce performance dashboard and operating cadence.

Qualifications

• 8+ years of progressive e‑commerce experience, with a demonstrated history of successfully scaling an e‑commerce business.
• Proven track record of leading successful e‑commerce growth campaigns and initiatives that materially increased revenue and/or profitability.
• Demonstrated experience with P&L ownership or significant commercial/business ownership.
• Strong understanding of the full e‑commerce funnel: acquisition, conversion, merchandising, retention, repeat purchase, and customer lifetime value.
• Strong financial and analytical skills, with the ability to understand and manage revenue, margin, CAC, LTV, ROAS, AOV, conversion, and contribution economics.
• Experience developing and executing data‑driven growth strategies across DTC, marketplaces, social commerce, and/or other digital channels.
• Demonstrated ability to use data and experimentation to identify growth opportunities and improve performance.
• Experience leading cross‑functional teams and influencing senior stakeholders.
• Experience managing agencies, vendors, technology partners, and/or marketplace relationships.
• Strong commercial judgment and the ability to balance short‑term performance with long‑term growth.
• Excellent communication, presentation, and executive‑level decision‑making skills.
• Bachelor's degree in Business, Marketing, Finance, or a related field preferred.

What We're Looking For

The ideal candidate is:

• A proven growth leader, not simply an e‑commerce administrator.
• A P&L owner, not just a channel manager.
• Commercially minded, with strong financial instincts.
• Data-driven, but able to turn analysis into action.
• Commercially minded, with a strong understanding of e‑commerce economics and business performance.
• Hands‑on and entrepreneurial, comfortable operating in a fast‑moving environment.
• An exceptional cross‑functional leader who can get teams aligned around measurable outcomes.
• Results‑oriented, with a history of delivering measurable e‑commerce growth.

What Success Looks Like

Success will ultimately be measured by the growth and profitability of the e‑commerce business, including:

• Revenue growth
• E‑commerce P&L performance
• Gross and contribution margin
• Conversion rate
• Repeat purchase and retention
• ROAS / marketing efficiency
• Marketplace and DTC performance
• Successful execution of high‑impact growth initiatives