Director of Finance, Merchandising

ABOUT THRIVE MARKET 

Thrive Market was founded in 2014 with a mission to make healthy and sustainable living easy and affordable for everyone. As an online, membership-based market, we deliver the highest quality healthy, and sustainable products at member-only prices, while matching every paid membership with a free one for someone in need. Every day, we leverage innovative technology and member-first thinking to help our over 1,700,000+ members find better products, support better brands, and build a better world in the process. We are also a Certified B Corporation, a Public Benefit Corporation, and a Climate Neutral Certified company.   Join us as we bring healthy and sustainable living to millions of Americans in the years to come.  

The Role

We are looking for a proactive, hands-on Director of Finance, Merchandising to own and help drive top-line and margin growth. As the owner of all aspects of Product Revenue, our largest revenue stream, and product gross margin, you will lead budgeting, forecasting/pacing, and the monthly close, and drive the analysis of strategic projects that grow product revenue and gross margin. You will become a catalog and brand expert and the go-to resource for understanding product discovery, pricing, basket composition, and the margin dynamics that inform and guide our merchandising strategy.

You will serve as the primary finance business partner to the Merchandising team, working closely and cross-functionally with Data, Product, Marketing, and Operations, to build the financial models and analyses that help your partners make the best strategic decisions to drive revenue growth and margin expansion.You will also own the financial partnership on new initiative launches end to end, working alongside business leadership from opportunity sizing, scenario and sensitivity analyses, go-to-market strategy and the definition and tracking of success criteria. 

Strong data fluency is an important component of the role. You will partner closely with our Data Analytics team, self-serving in the data warehouse where needed, designing reporting outputs that generate insights, and advising on metric definitions and UAT, acting as the intermediary who brings business context to the data partners and data context to the business partners. Ultimately, you will construct the data-driven narrative around how Merchandising drives top-line growth and profitability for Board and Executive audiences.

Our ideal candidate is extremely analytical and solution-oriented, enjoys working cross-functionally and building strong business partnerships, and thrives in a fast-paced, entrepreneurial environment.

Responsibilities

• Lead all aspects of the bottoms-up modeling and forecasting of Product Revenue and Margin for the annual budget, re-forecasts, rolling projections, and ad-hoc strategic initiatives.
• Partner with business leadership to own financials of new initiative launches, from opportunity sizing, scenario and sensitivity analyses, and strategic review through go-to-market strategy and the definition and tracking of success criteria.
• Provide detailed, insightful monthly financial reporting and variance analysis (actuals vs. forecast) with commentary on key drivers for the Board, Executives, and business partners.
• Own and monitor the relevant customer and merchandising KPIs, including order frequency, AOV, basket composition, pricing competitiveness and inflation, product gross margin, and product contribution margin.
• Lead promotional analysis, evaluating the effectiveness and margin impact of promotions and shaping future promotional strategy and spend.
• Directly impact revenue and margin by identifying opportunities and making strategic recommendations on pricing (including regional and key-value-item strategy), catalog mix and expansion, partnerships, and member shopping experience.
• Analyze new product-launch proposals and catalog expansion to ensure the business case and financial impact align with category, portfolio, and company targets, measuring the true incremental impact net of cannibalization.
• Own Product Contribution Margin at the portfolio level and continue to develop methodology for estimating SKU and order-level contribution margin.
• Partner closely with the Data Analytics team, self-serving where needed, designing reporting and dashboard outputs, and advising on metric definitions, UAT, and data quality so that reporting drives sound decisions.
• Continuously review existing reporting and forecasting processes, identifying opportunities to streamline, standardize, and automate wherever possible to improve accuracy, timeliness, and scalability. 
• Build and mentor a team that is respected and viewed as thought partners by all levels across the company.

Qualifications

• 9+ years of progressive financial analysis experience in high-growth environments, ideally with direct experience in FP&A and/or revenue forecasting.
• Bachelor's degree in Business, Finance, Economics, Accounting, or a relevant field; MBA is a plus.
• Background in FP&A, strategic finance, investment banking, management consulting, or similar strongly preferred.
• Prior experience with a subscription/membership and/or e-commerce business model preferred.
• Advanced proficiency with Excel; expert at creating efficient, clean, complex, and dynamic financial models.
• Strong data fluency: comfort with SQL (Snowflake or comparable) to self-serve against large, SKU-level datasets, and enough command of the data model to advise on report definitions and UAT; experience with product-analytics/experimentation platforms (e.g., Amplitude), BI tools, and AI-assisted analysis is a plus.
• Ability to build very strong cross-functional partnerships, with exceptional communication, presentation, and interpersonal skills.
• Highly analytical with strong attention to detail and a high level of comfort processing and analyzing large, detailed, SKU-level datasets.
• Demonstrated ability to lead and grow a team, with at least 2 years of direct managerial experience.

BELONG TO A BETTER COMPANY

• Comprehensive health benefits (medical, dental, vision, life and disability)
• Competitive salary (DOE) + equity
• 401k plan
• 9 Observed Holidays
• Flexible Paid Time Off
• Subsidized ClassPass Membership with access to fitness classes and wellness and beauty experiences
• Ability to work in our beautiful office in Playa Vista
• Free Thrive Market membership with exclusive employee discount
• Coverage for Life Coaching & Therapy Sessions on our holistic mental health and well-being platform

  We're a community of more than 1 Million + members who are united by a singular belief: It should be easy to find better products, support better brands, make better choices, and build a better world in the process.   At Thrive Market, we believe in building a diverse, inclusive, and authentic culture. If you are excited about this role along with our mission and values, we encourage you to apply.   Thrive Market is an EEO/Veterans/Disabled/LGBTQ employer   At Thrive Market, our goal is to be a diverse and inclusive workplace that is representative, at all job levels, of the members we serve and the communities we operate in. We’re proud to be an inclusive company and an Equal Opportunity Employer and we prohibit discrimination and harassment of any kind. We believe that diversity and inclusion among our teammates is critical to our success as a company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. If you’re thinking about joining our team, we expect that you would agree!   Employment with Thrive Market requires that employees be based in the United States. This is a condition of employment and must be maintained throughout the duration of employment.   If you need assistance or accommodation due to a disability, please email us at eeo@thrivemarket.com and we’ll be happy to assist you.   Ensure your Thrive Market job offer is legitimate and don't fall victim to fraud. Thrive Market never seeks payment from job applicants. Thrive Market recruiters will only reach out to applicants from an @thrivemarket.com email address. For added security, where possible, apply through our company website at www.thrivemarket.com.  

© Thrive Market 2026 All rights reserved.

JOB INFORMATION

• Compensation Description - The base salary range for this position is $175,000 -  $190,000/Per Year.
• Compensation may vary on several factors, including a candidate’s qualifications, skills, competencies and experience, and geographic location.
• Total Compensation includes Base Salary, Stock Options, Health & Wellness Benefits, Flexible PTO, and more!
• This position requires traveling to our HQ office in Los Angeles, California, twice a year for all-company summits; once in the summer and once in the winter.