Sr. eCommerce Manager

KiwiCo; Mountain View (CA); Hybrid; USD 140,000 - 160,000; Full time

Job summary

KiwiCo in Mountain View, CA is seeking a DTC Category Manager to own the pricing, promotions, and customer insights across subscription products and individual store offerings. You will drive growth and P&L, reporting to the Chief Growth Officer and collaborating with marketing, product, and operations.

You will lead pricing strategies, partner with cross-functional teams, and deliver customer-focused initiatives.

Qualifications

• 6-8+ years of experience driving ecommerce strategy and growth
• BA/BS required
• Demonstrated P&L ownership — you've managed a business with real accountability for results
• Strong analytical skills — you can dig into data, find the story, and turn it into actionable recommendations
• Experience developing and executing pricing and promotion strategies
• Excellent written and verbal communication skills, including presenting to and influencing executive leadership
• Entrepreneurial drive — you take initiative, roll up your sleeves, and make things happen

Responsibilities

• Own pricing, promotions, and customer insights for DTC subscriptions and store products
• Manage P&L and drive growth in a fast-paced ecommerce environment
• Set priorities with marketing, product, and operations to grow the business
• Influence product roadmap, marketing, and operations decisions with cross-functional partners
• Develop and execute strategies to drive customer growth and satisfaction
• Analyze consumer behavior and market trends to identify growth opportunities
• Communicate data-driven strategies clearly to executives and teams
• Collaborate across marketing, technology, product, and sourcing to create a great customer experience
• Operate with ownership, autonomy, and competitive spirit

Skills

eCommerce strategy

P&L ownership

Analytical skills

Pricing & promotions

Executive communication

Entrepreneurial drive

Education

BA/BS

Job description

About KiwiCo

KiwiCo is an innovative eCommerce company dedicated to sparking creativity and curiosity in kids (and kids at heart!). Through both online and offline materials, we provide fun and engaging ways for kids to explore, create, and learn. Our primary offering is a subscription service where we deliver "whoa awesome," hands‑on projects to kids. We also manage an e‑commerce storefront and a content platform to inspire and educate. We take great pride and ownership in the products we build and in the community of parents and kids we serve.

Our office is located in Mountain View, CA within walking distance to the Caltrain station. This position follows a hybrid work schedule, with 3-4 office days per week (depending on your team) and the remainder of the week working remotely.

About this role

You will be responsible for our DTC (Direct to Consumer) business including our subscription products and our individual store products. As the DTC category manager you will be responsible for business growth and P&L. You own the pricing, promotions, and customer insights. You will work cross‑functionally with the marketing, product, and operations teams to set priorities, share insights, and drive growth initiatives. This position reports directly to the Chief Growth Officer and works closely with the rest of the executive team in Mountain View, CA.

Role and Responsibilities

• You are a seasoned business owner with a track record of managing a P&L and driving growth in a fast‑paced eCommerce environment.
• You will be the category manager for our subscription business, our foundational line of business, and support our growing individual products business.
• You will own pricing and promotion strategies to optimize both customer acquisition and long‑term profitability.
• You will influence product roadmap, marketing, and operations decisions partnering closely with your counterparts on those teams to achieve goals.
• You enjoy owning, creating, and executing strategies to drive customer growth and satisfaction while developing innovative solutions to meet customer needs in new ways.
• You are customer‑focused, looking after all aspects and touchpoints of the customer experience, and adapting and evolving our offering to better meet customer needs.
• You are data‑savvy, capable of analyzing consumer behaviors, market trends and business performance to identify and execute growth initiatives.
• You are a strong communicator (written and verbal) who can synthesize data into clear strategies and influence partners across the organization.
• You enjoy working cross‑functionally across marketing, technology, product, and sourcing to bring an amazing customer experience to life.
• You are tenacious and dedicated and thrive working with ownership, autonomy, and a healthy dose of competition.

Required Qualifications

• 6-8+ years of experience in driving eCommerce strategy and growth
• BA/BS required
• Demonstrated P&L ownership — you've managed a business with real accountability for results
• Strong analytical skills — you can dig into data, find the story, and turn it into actionable recommendations
• Experience developing and executing pricing and promotion strategies
• Excellent written and verbal communication skills, including presenting to and influencing executive leadership
• Entrepreneurial drive — you take initiative, roll up your sleeves, and make things happen

Bonus Points if you have

• MBA or similar graduate degree
• Experience in consumer subscription products, retail eCommerce, digital platforms, or related fields

The starting pay range for this position is between $140,000 and $160,000 per year. However, the final base salary offered may differ based on several factors, including job‑related knowledge, skills, experience, market conditions, and business needs.

In addition to base pay, KiwiCo offers a comprehensive total rewards package, which may include opportunities for an annual bonus, stock options, and a variety of benefits related to health, financial security, and well‑being. Specific details about these benefits will be shared if an offer of employment is extended.

If hired, the position is “at‑will” and the Company reserves the right to modify any component, plan, or program of the total rewards package at any time, for any reason.

If you’re passionate about delivering innovative, delightful, and enriching products and experiences for kids, we’d love to hear from you!

Diversity

KiwiCo is committed to creating a diverse environment and is proud to be an equal opportunity employer. Individuals seeking employment at KiwiCo are considered without regard to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, physical or mental disability, marital status, veteran or military status, or any other legally protected category.