Head of Commerce at Substack

Jakarta, Jakarta, Indonesia

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Retail, Beauty, FMCGIndustries

Requirements

Minimum 8 years of experience in retail, omnichannel, or FMCG, with at least 3 years in a leadership role
Proven success in P&L management and leading commercial or business unit teams
Strong background in partner negotiation, category growth, and merchandising strategy
Experience working across online and offline sales channels, ideally in beauty, retail, or consumer goods
Fluent in English and Bahasa Indonesia, with excellent leadership, communication, and analytical skills
Bachelor’s degree in business, marketing, or a relevant field

Responsibilities

Develop the annual business plan for online and offline channels, including pricing, promotions, product mix, and category expansion
Oversee the execution of the strategy across e-commerce, marketplace, modern trade, and owned stores
Own trading terms, negotiations, and strategic relationships with external brand principals
Ensure healthy stock, promotion, and visibility cycles are aligned with business goals
Identify and develop new revenue streams, bundles, and monetization opportunities
Lead and build a high-performing commercial team, spanning sales, merchandising, and partnerships
Collaborate with internal brand, finance, supply chain, and operations teams to ensure unified execution
Be accountable for the productivity and performance of store space and digital shelf
Track commercial KPIs across all channels and lead weekly reviews to optimize performance
Manage budgets, forecast sales, and drive profitability across categories
Analyze business performance, surface risks, and lead corrective actions with agility

Skills

Key technologies and capabilities for this role

Omnichannel StrategyP&L ManagementE-commerceNegotiationsTeam LeadershipMerchandisingSales ForecastingKPI TrackingBudget ManagementPartner Management

Questions & Answers

Common questions about this position

What is the salary for the Head of Commerce role?

This information is not specified in the job description.

Is this position remote or on-site?

The position is on-site.

What experience and skills are required for this role?

Candidates need minimum 8 years of experience in retail, omnichannel, or FMCG with at least 3 years in a leadership role, proven P&L management, strong partner negotiation and merchandising strategy skills, experience across online and offline channels ideally in beauty or retail, fluency in English and Bahasa Indonesia, and a Bachelor’s degree in business, marketing, or relevant field.

What does the team structure look like for this role?

The role involves leading and building a high-performing commercial team spanning sales, merchandising, and partnerships, while collaborating with internal brand, finance, supply chain, and operations teams.

What makes a strong candidate for this Head of Commerce position?

A strong candidate has led commercial teams in retail, beauty, or FMCG with a sharp eye for turning strategy into scalable results, plus proven success in P&L management and omnichannel experience.

Substack

Digital publishing platform for subscription-based content

About Substack

Substack is a digital publishing platform that connects writers and readers. It allows creators, such as authors, journalists, and chefs, to share their work through newsletters, blogs, podcasts, and videos. Creators can set their own subscription fees, ranging from $5 to $27 per month, enabling them to earn money directly from their content without relying on traditional publishing or advertising. Substack handles administrative tasks, billing, and technical support, allowing creators to focus on their writing. The platform also helps creators grow their audience, as a significant portion of new subscriptions comes from within the Substack network. Substack earns revenue by taking a percentage of the subscription fees, aligning its success with that of its creators. The goal of Substack is to empower creators to monetize their work while providing the necessary tools for managing and expanding their subscriber base.

San Francisco, CaliforniaHeadquarters

2017Year Founded

$97.5MTotal Funding

ANGELCompany Stage

Consumer Software, EntertainmentIndustries

1,001-5,000Employees

Risks

Enterprise offering may lead to competition with established solutions, straining resources.

Elon Musk's acquisition interest could cause market speculation and investor instability.

Integration with Polymarket may expose Substack to reputational risks and regulatory scrutiny.

Differentiation

Substack empowers creators with a subscription-based model, bypassing traditional revenue streams.

The platform offers built-in marketing, aiding creators in growing their subscriber base.

Substack's tools support diverse content, including newsletters, blogs, podcasts, and videos.

Upsides

Spotify integration broadens podcasters' reach, potentially boosting subscribers and revenue.

Mobile editor launch enhances accessibility, increasing content output and engagement.

Enterprise offering partnership with The Free Press opens new revenue streams for Substack.

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