Sales Director – Habitat Care

Job Location

Job Description

Are you ready to build and scale a breakthrough pet-friendly brand? We are seeking a highly entrepreneurial and results-driven Sales Director to lead our partnership with , one of the fastest-growing and most influential eCommerce retailers in pet care. This role offers a unique opportunity to shape go-to-market strategy from the ground up, working at the intersection of startup agility and world-class retail execution.

You will be responsible for establishing our brand as a category leader within Chewy, unlocking growth through best-in-class digital shelf execution, data-driven strategy, and strong customer partnership.

Role Overview

As Sales Director, you will own the end-to-end customer relationship and business performance, leading the development and execution of our growth strategy. You will operate with a founder mindset, navigating ambiguity, building scalable processes, and driving rapid test-and-learn cycles to accelerate growth.

Key Responsibilities

Customer & Business Leadership

• Own and lead the  business, delivering against revenue, profit, and share growth targets

• Develop and execute a Joint Business Plan aligned to Chewy’s strategic priorities and shopper needs

• Serve as the primary point of contact for Chewy, influencing across merchandising, marketing, supply chain, and media teams

Ecommerce & Digital Shelf Excellence

• Drive best-in-class digital shelf execution, including PDP optimization, content strategy, SEO, ratings & reviews, and assortment strategy

• Partner closely on Retail Media (Chewy Ads) to maximize visibility, conversion, and ROI

• Continuously analyze key metrics (traffic, conversion, basket size, repeat rate) to unlock growth opportunities

Startup Growth & Go-to-Market

• Build scalable go-to-market strategies tailored for a digital-first pet-friendly brand

• Lead rapid test-and-learn experimentation across pricing, promotions, bundles, and innovation launches

• Identify and unlock white space opportunities in pet-friendly categories

Cross-Functional Leadership

• Partner with marketing, supply chain, R&D, and finance to ensure end-to-end execution excellence

• Align on demand planning, inventory strategy, and in-stock targets to support high-growth scale

• Translate consumer and customer insights into actionable business strategies

Analytics & Insights

• Leverage eCommerce analytics tools (e.g., retailer portals, media dashboards, syndicated data) to drive data-informed decisions

• Develop compelling business cases and storytelling to influence internal and external stakeholders

• Monitor competitive landscape and category dynamics to inform strategy

What Makes This Role Unique

• Opportunity to build a business from early stage to scale within a high-growth startup environment

• Direct impact on shaping the strategy, structure, and capabilities of a new pet-friendly brand

• High visibility and influence with both internal leadership and a critical retail partner

Job Qualifications

Required

• 6–10+ years of experience in eCommerce, digital commerce, or omnichannel sales, preferably with Chewy, Amazon, or similar platform in the pet space.

• Proven track record of driving online retail growth and managing large-scale customer relationships

• Strong understanding of eCommerce fundamentals (digital shelf, SEO, conversion optimization, retail media)

• Demonstrated ability to operate in a startup or high-growth, ambiguous environment

• Strong analytical and strategic thinking skills; ability to translate data into action

• Exceptional leadership and influencing skills across cross-functional teams

• Excellent communication and storytelling abilities with both internal leaders and customers

Preferred

• Experience in pet care, CPG, or health/wellness categories

• Familiarity with subscription-based models (e.g., Autoship) and recurring revenue strategies

• Experience launching new brands or innovation within eCommerce platforms

Critical Success Skills

Chewy-Specific Capabilities

• Deep understanding of pet parent behavior and category dynamics

• Expertise in Autoship / subscription growth strategies

• Strong collaboration with merchant + media teams to drive conversion and retention

Startup Capabilities

• Build…