ApplySarthiDirector, E-commerce
Odeko
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Odeko is the all-in-one operations and technology partner to more than 20,000 independent coffee shops, cafes and other food establishments.
Through the Odeko web portal and mobile app, customers can purchase supplies from hundreds of national and local brands, track ordering trends, finance equipment, and access insurance. Customers that use Odeko can increase their revenue, reduce their environmental footprint, and save significantly on their cost of goods and time spent on vendor management.
Odeko is on a mission to continuously develop technology to champion your neighborhood cafes, coffee shops, and other independent F&B establishments.
Local coffee shops and cafes are the backbone of any given community, and we’re here to help manage the day-to-day tasks with a platform so intuitive, it’s kinda like magic.
The Odeko team is diverse, passionate, and innovative. Our 400+ employees are spread across numerous departments and business lines, but are single-minded in our mission to develop technology to support the many needs of our customers. We believe that small businesses need support now more than ever, and that Odeko is uniquely positioned to provide that support.
We are looking for a Director of Ecommerce to serve as the end-to-end business leader for our ~$40–50M ecommerce business, built on Shopify. You will own the P&L and be accountable for both revenue growth and profitability. This is a builder's seat: you'll set the commercial strategy, run the day-to-day of the online business, and lead a cross-functional team spanning merchandising, site experience, and analytics.
You will operate as the general manager of the business. Marketing and operations are dotted-line partners rather than direct reports, so success in this role depends as much on influence and cross-functional leadership as on direct authority.
What you'll own
- Business ownership: the full ecommerce P&L — accountable for revenue growth and profitability (contribution margin) of the business line.
- Growth & margin: define and execute the commercial strategy across customer acquisition, conversion, AOV, and retention to drive balanced top-line growth and margin expansion.
- Merchandising & catalog: own product assortment, pricing, and promotional strategy on the Shopify site. Also, maintain relationships with key vendors to facilitate growth.
- Site & product: own the on-site experience and conversion UX, product/merchandising presentation, and the Shopify roadmap.
- Analytics & planning: own forecasting, demand planning, reporting, and the analytics that inform decisions and defend the P&L.
- Cross-functional leadership: partner closely (dotted-line) with Marketing on demand generation and brand, and with Operations on fulfillment and supply, aligning them to the business plan.
What success looks like (first 6 months)
- Months 1–3: Strengthen the business execution.
- Ship measurable improvements to conversion, AOV, and retention; build durable working models with Marketing and Operations.
- Establish the merchandising, site, and analytics operating rhythm; tighten forecasting accuracy and reporting the leadership team can trust.
- Months 3–6: Develop the growth plan.
- Deliver a credible plan that grows revenue while holding or improving contribution margin both are weighted equally.
- Establish the next levers of growth for the business outside the current customer ICP.
What you bring
- Shopify / B2B: Deep, hands-on experience running a Shopify-based B2B ecommerce business.
- Growth-stage: A track record of scaling an ecommerce business through a growth inflection you've built, not just maintained.
- P&L judgment: Ownership of an ecommerce or business-line P&L, comfortable making trade-offs between growth and margin.
- Full-stack ecommerce: Fluency across merchandising, on-site conversion, and analytics you can go deep in each and connect them into one commercial plan.
- Cross-functional leadership: Proven ability to lead through influence, aligning dotted-line partners in Marketing and Operations toward shared goals.
- Data-driven: Strong analytical rigor fluent in the metrics that drive an ecommerce P&L and able to translate data into decisions.
- Digital advertising: Deep command of ecommerce digital advertising tools and performance you understand paid channel economics and can hold demand-gen partners to measurable ROAS/CAC outcomes.
- Customer flows: Strong grasp of customer flows across the funnel and a proven ability to diagnose and improve them to lift conversion and retention.
- ICP & assortment: Fluency in product selection and the tooling to understand our customer ICP using it to grow both net-new customers and basket size (AOV) among existing customers.
Nice to have
- Experience leading full site rebuilds / re-platforms to better align the site to performance goals.
- Experience with subscription, replenishment, or B2B/wholesale ecommerce models.
- Experience managing a Shopify Plus environment and its app/integration ecosystem.
- Experience with shopify collective and building an online marketplace.
- Category or customer-segment experience relevant to our business.
Compensation for this role is between $170,000 - $185,000 depending on experience.
What you’ll love about Odeko:
- Fast-paced environment and growth opportunities - plenty of room for you to directly impact the company and enhance your career!
- Competitive compensation, healthcare benefits, and opportunity for equity
- Other great perks - Full lists of benefits available upon request
Odeko is proud to be a diverse, equitable, and inclusive employer. We encourage all to apply regardless of educational background, race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status.
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Listed on greenhouse · posted 2026-08-19. ApplySarthi collects openings and links to application pages; the role is advertised by Odeko, not by us.