Back to jobs
New

Director of Ecommerce, DTC

New York Metropolitan - Hybrid

Our Story

Launched in 2015, Sol de Janeiro is a globally recognized, award-winning beauty brand, drawing inspiration from Brazil’s beauty rituals, warmth, and spirit. Sol de Janeiro delivers a sensory experience beloved by multi-generational consumers worldwide, with clinically proven results, transformative textures, and transportive fragrances.  

Headquartered in New York and launched as a digitally native brand, we have expanded globally with teams in Paris, London, and Germany. Our commitment to excellence has earned high-profile honors, including being named one of TIME100’s 2024 Most Influential Companies, Fast Company’s 2024 World's Most Innovative Companies, and WWD Beauty Inc’s Power Brands of 2024, underscoring its leadership in the beauty industry and outstanding workplace. These accolades highlight our dedication to being a leading brand in the beauty industry and an exceptional workplace. 

What You’ll Do

We are seeking a strategic, results-driven Director of Ecommerce, DTC to own the end-to-end Direct-to-Consumer business across soldejaneiro.com and Tik Tok Shop. This role carries full accountability for the DTC P&L — owning the overall DTC P&L strategy, revenue and margin growth, customer acquisition and retention, CRM and lifecycle marketing, and performance media. You will define and execute the digital commerce vision, balancing business goals with brand storytelling, product merchandising, site experience, and data-driven media investment to drive conversion, AOV, LTV, and customer engagement.
As the senior DTC leader, you will own the strategic roadmap across site merchandising, CRM, and performance media, partnering closely with cross-functional teams in Global Product Marketing, Brand Marketing, Creative, Finance, and Technology. You will lead a high-performing team and be accountable for delivering against channel revenue, profitability, and customer growth targets.
The position will report to the VP, DTC.

What You’ll Be Working On

DTC P&L & Business Strategy

  • Own the overall DTC P&L strategy, including revenue forecasting, margin management, budget allocation, and profitability targets across the DTC channel
  • Develop and drive the annual and multi-year DTC business plan, setting channel-level targets for revenue, contribution margin, customer acquisition, retention, and LTV
  • Partner with Finance to build financial models, track performance against plan, and deliver monthly, quarterly, and annual P&L reviews with actionable recommendations
  • Lead channel-level pricing, promotional, and margin optimization strategies to maximize profitability while protecting brand equity
  • Own the DTC budget across media, technology, and operations, optimizing spend for ROI and efficiency

Performance Media

  • Own the end-to-end performance media strategy and execution across paid social paid search, affiliate, and other digital acquisition and retention channels
  • Manage media investment and agency/technology partnerships, setting targets for CAC, ROAS, and incremental revenue
  • Build and optimize full-funnel media plans in partnership with Brand Marketing and Creative, aligning media to product launches, promotions, and seasonal campaigns
  • Lead testing roadmaps across creative, audiences, channels, and bidding strategies to continuously improve efficiency and scale
  • Oversee attribution, incrementality testing, and measurement frameworks to ensure accurate performance reporting and budget optimization

CRM & Lifecycle Marketing

  • Own the CRM and lifecycle marketing strategy across email, SMS, push, loyalty, and retention channels, driving engagement, repeat purchase, and LTV
  • Build and optimize customer journeys and segmentation strategies, leveraging first-party data to deliver personalized, brand-right communications
  • Partner with Analytics and Data teams to develop customer segmentation, RFM modeling, and predictive LTV to inform targeting and retention investment
  • Own the loyalty and subscription program strategy, identifying opportunities to deepen customer relationships and increase retention
  • Define and track CRM KPIs including list growth, engagement rates, conversion, repeat purchase rate, and revenue contribution

Site Merchandising & Digital Experience

  • Lead orchestrated strategy of the digital store through merchandising, content, user experience, testing, technical infrastructure, and operations to drive traffic and sales
  • Highlight and follow through on top site priorities and technology, product, and testing roadmaps
  • Oversee all site tasks including promotions, site content updates, merchandising, and product setup, ensuring functionality meets and exceeds company expectations
  • Maintain site ADA compliance and ensure updated standards are met by technology partners and communicated to internal stakeholders
  • Analyze site performance metrics and trends and deliver relevant product performance and consumer behavior insights
  • Own product merchandising strategy, assortment presentation, on-site search, bundling, and cross-sell/upsell optimization to drive conversion and AOV

Cross-Functional Leadership & Team Management

  • Lead, mentor, and grow a high-performing DTC team across ecommerce, CRM, and performance media functions
  • Partner with Global Product Marketing, Brand Marketing, and Creative to align the DTC calendar with product launches, exclusives, promotions, and brand moments
  • Collaborate with Inventory and Forecasting teams on item-level sales and buying plans to ensure alignment with channel financial targets
  • Identify whitespace opportunities through customer data, sales trends, and competitive analysis to inform future product development and DTC growth
  • Communicate key updates (site, product, promotional, performance) to senior leadership, Operations, and Customer Service teams
  • Champion new ideas, technologies, and DTC innovations to keep Sol de Janeiro at the forefront of digital commerce

Must Haves

  • 8+ years of experience in ecommerce and/or digital marketing, with demonstrated P&L ownership; Beauty, wellness, or CPG experience strongly preferred
  • 4+ years of team leadership experience, managing managers and individual contributors across multiple functions
  • Proven track record of owning and growing a DTC P&L, with measurable success driving revenue, margin, and customer growth
  • Deep expertise in performance media (paid social, paid search, affiliate) and CRM/lifecycle marketing, including hands-on or agency management experience
  • Strong understanding of DTC best practices, ecommerce platforms (Shopify Plus preferred), and analytics tools (Google Analytics, ContentSquare, etc.)
  • Experience with CRM platforms (Klaviyo, etc.), loyalty/subscription programs, and customer data platforms
  • Demonstrated ability to build and manage media budgets, attribution models, and incrementality testing
  • Strong communicator with the ability to present strategic ideas and financial performance holistically across all levels and functions
  • Proven success working cross-functionally in a fast-paced, entrepreneurial environment
  • Champion of new ideas and deep sense of curiosity
  • Collaborative and solution-oriented mindset
  • Strong project management, analytical, and presentation skills

Nice to Have

  • Experience working with DTC-first brands transitioning from high-growth to maturity phase
  • A strong aesthetic sensibility and ability to translate brand voice and storytelling into on-site merchandising
  • Background in subscription models, bundling strategies, or other DTC merchandising innovations
  • Experience leading international DTC expansion
  • Passion for clean beauty, body positivity, and inclusive wellness — with a finger on the pulse of cultural trends that matter to our community

Salary Range

$160,000 - $180,000 USD

Why Sol de Janeiro?

  • Competitive salary and bonus program for full-time team members
  • Flexible hybrid work environment with opportunities for collaboration and growth
  • Inclusive culture that values diverse perspectives and celebrates individuality
  • The chance to be part of a fast-growing, award-winning global beauty brand

 The information contained herein is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee, as these may change or new ones may be assigned at any time. 

Sol de Janeiro is committed to diversity and inclusion in the workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. 

Requests for accommodation due to a disability or any other protected characteristic can be made at any stage of the recruitment process and during employment by contacting our People Experience Team at careers@soldejaneiro.com. 

https://soldejaneiro.com/pages/privacy-policy-sol-de-janeiro

Create a Job Alert

Interested in building your career at Sol de Janeiro? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Education

Select...
Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Sol de Janeiro’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 07/31/2029

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.