Our Result

In 8 weeks, we sourced, screened, and helped hire an Amazon Lead with the right mix of DTC instincts and Amazon execution to grow Ekster's marketplace presence across Europe.

WEEK 1

Role briefed; active outbound sourcing kicked off across Amazon aggregators and DTC operators in adjacent categories

WEEKS 2–5

Screening calls and qualification; 14 candidates presented for client review

WEEKS 6–8

Three-stage interview process (HR → Manager + Stakeholder → Leadership + Founder); Amazon Lead hired 🚀

The Starting Point

When Ekster came to us about the Amazon Lead role, the brief was specific. They are the leading smart-carry brand in the world and they wanted someone who could own Amazon as a real growth channel. They already had a strong Shopify business in place, so they needed an operator who knew how to translate DTC instincts into Amazon execution across the UK, EU, and US marketplaces.

Our Solution

To attract applicants with the desired qualities, we at Prosana worked closely with our client to come up with selling points, requirements, and skills necessary for this position.

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Selling Points

A globally recognized DTC brand with strong product-market fit and an iconic flagship product
Mission-led, sustainability-focused culture with a flexible, international remote setup
A high-functioning matrix team with clear channel ownership and specialist support
Direct exposure to senior leadership - Managing Director, Director of Ops, and founder - throughout the interview and onboarding process

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Requirements

Proven track record managing Amazon Seller Central across multiple marketplaces (EU, UK, US)
Experience with high-volume catalogs and full P&L ownership at $20M+ scale
Strong PPC/DSP strategy expertise; comfortable building bulletproof keyword structures and pricing models
Operational mindset - supply chain awareness, FBA discipline, listing health, A+ content rigor

Skills We Looked For

Multi-channel commerce thinking - the ability to translate D2C/Shopify success into Amazon-native growth
Data-driven decision-making with tools like Data Dive, Keepa, and custom SQL pricing models
Systems-builder mindset - repeatable processes for PPC, inventory, and team operations

Our Winning Approach

Sourced from aggregators, not agencies

We focused on Amazon aggregators and DTC operators in adjacent categories, where people are used to running multiple brands at a time. This gave us candidates with real P&L scars, not just agency reporting experience.

Filtered out the overqualified

Several strong candidates were managing 30M+ portfolios. We screened them out. Ekster needed someone with the scale on their CV and the hunger to keep building, not a senior coasting at a smaller budget.

Key Insights That Helped Us Hire The Perfect Candidate

For DTC brands moving into Amazon, the right hire is rarely an Amazon-only specialist. We screened for operators who had lived both channels.
The three-stage interview process (HR, manager and stakeholder, leadership and founder) signaled how seriously Ekster took this hire. Senior candidates noticed.
The candidate we hired was excited by the chance to build Amazon as a real growth channel, not just maintain an existing one.