Director, Marketplace NAM

Director, Marketplace, Pandora NAM

As the largest jewellery brand in the world, we a give a voice to millions of people’s loves every day. Our beautiful products empower people all around the world to express themselves. We are proud to be part of their stories and the most important moments in their lives. 

Where original thinking is welcomed, and can turn into positive impact in a heartbeat, we can dream big, dare to act, and deliver with care and passion. At Pandora where you can each craft far more than just an incredible career. 

About the Team:

As the Director of Marketplaces, you will be Pandora's lead architect and operator of our Amazon and broader marketplace business in North America. This is a rare opportunity to scale and create a best in class Amazon and partner business from our current position into the future — establishing the strategy, the operational infrastructure, the team, and the commercial frameworks that will define Pandora's marketplace presence for years to come.

You will serve as Pandora's primary relationship owner with Amazon and our additional Partners, acting as our key account manager while simultaneously driving the long-term strategic vision for the channels. You will need to balance brand integrity with revenue growth, navigate a complex partner ecosystem with confidence, and operate with a strong bias for action. This role demands a leader who can move fluidly between high-level strategic thinking and hands-on execution — someone who can challenge the status quo, influence at all levels of the organization (internally and externally), and build something meaningful. Success in this role requires deep Amazon and marketplace expertise, exceptional people leadership, and the communication skills to align diverse internal stakeholders around a shared marketplace vision while holding Amazon and other partners accountable to Pandora's commercial objectives.

Your Role as a Director, Marketplace:

Marketplace Strategy & Build-Out

• Lead the end-to-end build optimization of Pandora's Amazon business in NAM, challenging established operational processes, team structure, and governance frameworks from the ground up.
• Define the long-term marketplace strategy across Amazon and additional marketplace partners, ensuring alignment with Pandora's broader Ecommerce and brand objectives
• Define account specific assortment strategy and set pricing architecture, promotional guardrails, and funding logic in collaboration with global and cluster counterparts including sales, finance, and merchandising
• Identify and activate white space opportunities within the marketplace ecosystem and across emerging marketplace platforms to drive incremental growth

Commercial Management & Negotiations

• Lead all contract negotiations and commercial governance with  marketplace partners, ensuring Pandora's brand and commercial interests are protected and advanced
• Manage the day-to-day relationship as Key Account Manager (KAM), monitoring and steering gross and net sales performance against targets
• Develop investment and funding models that optimize return on marketplace spend while protecting margin and brand positioning
• Demonstrate strong commercial acumen in understanding how growth, margin, pricing, and investment decisions impact total business performance — and communicate this clearly to senior leadership

Cross-Functional Leadership & Influence

• Serve as a strategic partner and primary point of contact for internal stakeholders including Marketing, Merchandising, Finance, Legal, and global Ecommerce teams on all marketplace matters
• Challenge current ways of working and assumptions with confidence, bringing strategic seniority and data-informed perspectives to cross-functional conversations
• Translate complex marketplace dynamics into clear, compelling narratives for executive audiences, driving alignment and enabling confident decision-making
• Build strong coalitions across the organization to ensure marketplace priorities are embedded into broader business planning cycles

People Leadership

• Build, develop, and lead a high-performing marketplaces team, fostering a culture of accountability, agility, and continuous improvement
• Set a clear vision and direction for the team, ensuring individuals are motivated, well-supported, and growing in their careers
• Model Pandora's values and leadership behaviors, acting as a culture carrier within the Ecommerce organization

Scaling & Performance

• Develop and execute scalable operating models and processes that enable the marketplace business to grow efficiently as revenue and complexity increase
• Define and monitor KPIs across sales, profitability, customer experience, and brand health on marketplace platforms
• Develop and present regular performance reviews and business cases to senior leadership, with clear recommendations for investment and strategic direction
• Maintain a constant pulse on Amazon platform developments, algorithm changes, advertising capabilities, and emerging marketplace trends. Proactively identify and test new tools, formats, and capabilities that can accelerate Pandora's marketplace growth and strengthen brand presence within the Amazon ecosystem

Craft your career with us if you have:

• 8+ years of experience managing Amazon as a primary channel, with meaningful additional experience across other marketplace partners
• Bachelor's degree in Business, Marketing, Ecommerce, or a related field; advanced degree preferred.
• Demonstrated experience building or significantly transforming a marketplace business, ideally including standing up new operational capabilities
• Proven track record of successfully managing complex external partnership dynamics and high-value commercial relationships
• Experience in retail, fashion, consumer goods, or a closely adjacent industry strongly preferred
• Experience operating within a global, matrixed organization
• Proven people leadership experience, with a track record of building and developing high-performing teams
• Deep expertise in the Amazon ecosystem — including Seller Central / Vendor Central, advertising (DSP, Sponsored Products), A+ content, search and ranking mechanics, and operational compliance requirements
• Strong commercial acumen with the ability to model and communicate the financial impact of marketplace decisions across growth, margin, pricing, and investment dimensions
• Demonstrated ability to lead and close complex commercial negotiations with external partners at a senior level
• Exceptional cross-functional influencing and communication skills — able to build alignment across diverse stakeholders and present complex topics clearly to executive audiences
• Strategic seniority to challenge assumptions, introduce new ways of working, and drive meaningful change in a large organization
• Strong bias for action — comfortable moving with urgency and making well-reasoned decisions in ambiguous, fast-paced environments
• Ability to balance short-term revenue performance with long-term brand building on marketplace platforms
• Strong analytical and data fluency; ability to synthesize performance data into clear strategic recommendations
• Entrepreneurial mindset with a builder's mentality — energized by the challenge of creating and scaling something new
• Excellent project management and organizational skills; able to independently manage multiple high-priority workstreams simultaneously

Our Benefits:

• We Dare! We offer robust compensation package including base and bonus, a 401K plan to help you secure your financial future 
• We Care! Pandora offers extensive benefits including: Medical, Dental, Vision, Short/Long Term Disability, Basic Life and AD&D, anniversary gift cards, recognition program and product discounts! 
• We Dream! Pandora is fostering growth and crafting opportunities to support the business needs which learning and development programs, continuous feedback, LinkedIn learning, tuition reimbursement and more 
• We Deliver! PTO Package including: Vacation, Personal, Sick, Celebration days and Paid Holidays

New York Salary: $198,000 - $246,000 commensurate with experience

About Pandora:  

Pandora is the world's largest jewellery brand, specialising in the design, crafting and marketing of accessible luxury jewellery made from high-quality materials. Each piece is created to inspire self-expression, allowing people to share their stories and passions through meaningful jewellery. Pandora jewellery is sold in more than 100 countries through 7,000 points of sale, including more than 2,800 concept stores.

Headquartered in Copenhagen, Denmark, Pandora employs around 39,000 people worldwide and crafts its jewellery with 100% recycled silver and gold. Pandora is committed to leadership in sustainability and has set out to halve greenhouse gas emissions across its value chain by 2030. Pandora is listed on the Nasdaq Copenhagen stock exchange and generated revenue of DKK 32.5 billion (EUR 4.4 billion) in 2025.

Pandora’s recruitment procedures are designed to be transparent and clear for all candidates. This helps us ensure that applicants are provided with a fair and equal opportunity to demonstrate their competencies and skills by removing blocking factors, possible biases, and risks of discrimination. We encourage everyone applying to our vacancies to refrain from adding identity-related elements such as a photo, marital status, and age.  

About Pandora NAM: 

The Pandora North America team in the USA & Canada consists of more than 115 employees working at our offices in New York & Baltimore, more than 80 in our Logistics Center in Columbia, Maryland, an additional 100 in field positions, and more than 3,900 in our owned and operated stores.  

Today, the USA is Pandora’s single largest market. The Pandora North American region as a whole encompasses over 1,400 points of sale, including over 420 concept stores, with more than 300 being owned and operated by Pandora.