--- title: 'Director of Ecommerce, DTC at Sol de Janeiro' canonical: 'https://feeny.ai/job/director-of-ecommerce-dtc-sol-de-janeiro-new-york-xat1s5sr0yg4' type: 'job' last_seen: '2026-10-18' --- # Director of Ecommerce, DTC at Sol de Janeiro - **Company:** Sol de Janeiro - **Location:** New York, NY - **Compensation:** $160k–$180k - **Work type:** hybrid - **Posted:** 2026-10-09 - **Last confirmed live:** 2026-10-18 - **Apply:** https://job-boards.greenhouse.io/soldejaneiro/jobs/5261333007 ## Job description 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 ## About Sol de Janeiro ## Company Overview - **One-liner**: Sol de Janeiro is a Brazilian-inspired beauty brand that creates award-winning body care, fragrance, and hair care products designed to celebrate self-love and confidence. - **Entity Type**: Private (subsidiary of L’Occitane Group; acquired in 2021) - **Headquarters**: New York, New York, United States - **Founded**: 2015 - **Founders**: Heela Yang (Founder & CEO) ## Core Business - **Primary industry**: Beauty & Personal Care (body care, fragrance, hair care) - **Target customers**: B2C (multi-generational global consumers, with a strong presence in the US and expanding internationally) - **Mission or purpose statement**: “Beauty is an attitude, not a standard” – the brand is rooted in the belief that loving and celebrating our bodies brings joy, power, and positivity. ## Products & Services - **Brazilian Bum Bum Cream**: A best-selling body cream with a cult following, known for its firming and smoothing properties. - **Cheirosa 62 Perfume Mist**: A signature fragrance that has become a viral sensation, driving the brand’s expansion. - **Body Care & Hair Care Range**: A full collection of body washes, exfoliants, moisturizers, and hair products featuring “clinically proven formulations and transportive fragrances.” - **Fragrance Portfolio**: Multiple scent lines (e.g., Cheirosa 62, 71, 40) offered as perfume mists, body sprays, and EDPs. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed (private company); the brand has reportedly surpassed the **$1 billion cumulative sales milestone** (as of April 2025). - **Key Metric**: Annual revenue estimated at **$50 million** (LinkedIn data, 2025) – though this may be conservative given the brand’s rapid growth; the company describes itself as a “fast‑growing beauty brand” on track to scale beyond $1B. - **Total Funding**: $14.6 million venture round (2019) prior to acquisition by L’Occitane Group in November 2021. - **Notable Investors/Partners**: L’Occitane Group (parent company); retail partners include Sephora, premium international retailers, and soldejaneiro.com. - **Growth Signals**: - Expanded to **35+ countries**. - Headcount of **390 employees** (+8.6% YoY). - Named to TIME100’s Most Influential Companies, Fast Company’s World’s Most Innovative Companies, and WWD Beauty Inc’s Power Brands. - Two strategic C‑suite hires (CFO and Chief People & Impact Officer) in April 2025 to support next phase of global growth. - 71% of the C‑suite are women. ## Competitive Advantages - **Brazilian heritage & sensorial experience**: Unique positioning that blends body care, fragrance, and a “bold Brazilian spirit” – creating a strong emotional connection with consumers. - **Cult‑favorite products**: The Cheirosa perfume mist line and Bum Bum Cream have achieved viral status on social media, driving organic demand. - **Clinically proven formulations**: Products are marketed as effective and luxuriously textured, differentiating from purely commodity beauty. - **Strong brand community**: Multi‑generational and global, with a loyal following that treats the brand as a lifestyle. ## Strategic Focus - **Global expansion**: Entering new markets and strengthening presence in existing regions (e.g., EMEA, APAC). - **People & culture**: Recent appointments of a Chief People & Impact Officer and CFO signal a commitment to scaling with “soul” – investing in talent, ESG, and operational excellence. - **Product innovation**: Continuing to expand the fragrance and body care portfolio, with new launches and limited editions. - **Omnichannel growth**: Balancing DTC (soldejaneiro.com) with wholesale partnerships (Sephora, international retailers). ## Why Work Here - **Culture**: The brand champions “ultimate self‑love and celebration” – a positive, inclusive workplace that mirrors the diverse community it serves. The company states, “It’s time to flaunt what makes you feel like you.” - **Hybrid/Remote policy**: Many roles at the New York headquarters are listed as **“Hybrid”** (New York Metropolitan area). Some field sales roles are remote (e.g., Charlotte, Houston, Los Angeles). International offices in Paris, Düsseldorf, Dubai, etc. - **Notable perks**: Employee benefits are not detailed in available sources, but the company is investing heavily in people (e.g., a new Chief People & Impact Officer). The brand is part of the L’Occitane Group, which may offer group‑wide benefits. - **Engineering/BI culture**: Open roles include BI/Analytics Engineer, Director of Systems Integrations, and Director of Product Engineering – indicating a growing tech and data function within the beauty company. - **Employee sentiment**: Glassdoor ratings (via LinkedIn) show a **2.6/5.0** overall (40 reviews), with work‑life balance at 2.5, culture at 2.7, and career at 2.4. This suggests some internal challenges, though the sample is small. Recent departures of several directors may indicate turnover pressure. - **Growth opportunity**: With rapid expansion, employees can be part of scaling a globally recognized brand from a $1B+ milestone to even greater heights. ## Sources 1. [Greenhouse.io](http://job-boards.greenhouse.io/soldejaneiro) 2. [soldejaneiro.com](https://soldejaneiro.com/) 3. [soldejaneiro.com](https://soldejaneiro.com/pages/our-story) 4. [LinkedIn](https://www.linkedin.com/company/sol-de-janeiro-body-care) 5. [PRNewswire](https://www.prnewswire.com/news-releases/sol-de-janeiro-expands-executive-team-with-two-powerhouse-female-leaders-to-support-next-phase-of-global-growth-302438341.html) ## Other roles at Sol de Janeiro - [Specialist, Accounts Payable (Temp)](https://feeny.ai/job/specialist-accounts-payable-temp-sol-de-janeiro-new-york-ta59srnxdz19) — New York, NY - [Manager, 3PL - EMEA](https://feeny.ai/job/manager-3pl-emea-sol-de-janeiro-paris-pfmzj6bhy4g0) — Paris, France - [Manager, Retail Marketing – Americas](https://feeny.ai/job/manager-retail-marketing-americas-sol-de-janeiro-new-york-g3ehdkcz6bm7) — New York, NY - [Director, Brand Strategy, Culture & Partnerships](https://feeny.ai/job/director-brand-strategy-culture-partnerships-sol-de-janeiro-new-york-nt8ccppnwm2t) — New York, NY - [Director, Integrated Communications- Americas](https://feeny.ai/job/director-integrated-communications-americas-sol-de-janeiro-new-york-wt7q76ss7qpy) — New York, NY - [Assistant Manager, Integrated Brand Media](https://feeny.ai/job/assistant-manager-integrated-brand-media-sol-de-janeiro-new-york-3b9c57bx0dhx) — New York, NY - [Manager, Package Development](https://feeny.ai/job/manager-package-development-sol-de-janeiro-new-york-8map97qnktaa) — New York, NY - [Planner, Key Accounts](https://feeny.ai/job/planner-key-accounts-sol-de-janeiro-new-york-m1nmt9tqxy1g) — New York, NY - [Planner, Key Accounts](https://feeny.ai/job/planner-key-accounts-sol-de-janeiro-new-york-9dy3yt71dvds) — New York, NY - [Planner, Key Accounts](https://feeny.ai/job/planner-key-accounts-sol-de-janeiro-new-york-b4bnshekp2pp) — New York, NY