Senior Director of Retail, North America

Job Description

Our mission at ŌURA is to empower every person to own their inner potential. Our award-winning products help our global community gain a deeper knowledge of their readiness, activity, and sleep quality by using their Oura Ring and its connected app. We've helped millions of people understand and improve their health by providing daily insights and practical steps to inspire healthy lifestyles.

Empowering the world starts with living our values and empowering our team. As a quickly growing company focused on helping people live healthier and happier lives, we ensure that our team members have what they need to do their best work — both in and out of the office.

Oura is seeking an experienced and strategic Senior Director of Retail, North America to lead the growth and commercial performance of Oura’s retail business across the region.This individual will provide leadership, direction, and resource stewardship to the North America retail sales function while owning relationships with some of Oura’s largest and most strategic retail partners. The Senior Director will shape joint business plans, lead complex negotiations, and ensure the organization delivers against ambitious revenue, market-share, profitability, and customer experience goals.As a senior commercial leader, the Senior Director will align retail objectives with Oura’s broader business strategy; influence executive stakeholders internally and externally; identify opportunities to expand distribution, productivity, and market share; and build the operating discipline required to deliver consistent results. This role will also lead, mentor, and develop a high-performing retail organization while partnering closely with marketing, product, finance, operations, supply chain, customer experience, and e-commerce teams.The ideal candidate brings extensive experience leading retail businesses in consumer electronics, connected devices, health technology, or a related category; a demonstrated track record of growing strategic accounts; strong executive presence; exceptional negotiation skills; and the ability to inspire teams through clear direction, accountability, and collaboration.

What You Will Do:

Retail Sales Strategy and Business Leadership:

• Define and execute the North America retail strategy, translating Oura’s company priorities into clear channel, account, and team objectives.
• Lead annual and multi-year planning across select retailer portfolio, including sales strategy, forecasting, budgeting, assortment, distribution, and investment priorities.
• Identify and capitalize on market opportunities to drive revenue growth, market share, customer acquisition, and long-term brand strength.
• Establish the operating cadence, performance standards, and decision-making processes required to deliver retail goals at scale.
• Serve as a senior voice for retail in cross-functional and executive planning forums, ensuring retail considerations are incorporated early into product launches, innovation, and go-to-market decisions.

Strategic Account Leadership:

• Own executive relationships and joint business plans with Oura’s largest and most strategic North American retail partners.
• Build trusted, multi-level relationships with retailer executives and decision-makers across merchandising, marketing, operations, finance, and e-commerce.
• Lead high-stakes negotiations covering commercial terms, pricing, promotions, assortment, placement, merchandising, marketing support, and operational commitments.
• Develop account strategies that balance near-term performance with long-term partnership value, sustainable economics, and customer experience.
• Represent Oura with credibility and influence in executive customer meetings, business reviews, industry forums, and strategic negotiations.

Sales Performance Management:

• Set and achieve revenue, margin, distribution, sell-through, inventory, and market-share targets across North America retail.
• Monitor business performance, diagnose trends and risks, and adjust strategies quickly to deliver against commitments.
• Evaluate and optimize retail investments, including MDF/CO-OP, conditional and unconditional rebates, merchandising, promotions, and administrative support.
• Create clear performance narratives and recommendations for senior leadership, using financial, market, category, and customer insights to guide decisions.
• Partner with finance and operations to improve forecasting accuracy, inventory health, profitability, and commercial discipline.

Organizational Leadership and Talent Development:

• Lead, mentor, and develop a high-performing retail sales organization with clear roles, priorities, goals, and accountability.
• Build a strong leadership bench by coaching managers and senior individual contributors and creating meaningful opportunities for growth.
• Set a high bar for executive communication, customer leadership, analytical rigor, and follow-through.
• Foster a culture of collaboration, inclusion, ownership, and continuous improvement across the retail team and broader organization.
• Support recruiting, onboarding, performance management, succession planning, and organizational design as the business scales.

Cross-Functional Collaboration and Execution:

• Work closely with marketing, product, finance, operations, supply chain, customer experience, and e-commerce teams to deliver shared business outcomes.
• Influence product launch planning and execution to ensure retail readiness across assortment, pricing, training, inventory, merchandising, and marketing.
• Align internal stakeholders around retailer-specific priorities and resolve complex issues with urgency and sound judgment.
• Ensure account plans translate into strong field execution, compelling in-store and online experiences, and consistent delivery against retailer commitments.

Market Insights and Executive Communication:

• Maintain a deep understanding of the North American retail landscape, consumer behavior, competitive dynamics, category trends, and retailer strategies.
• Translate market and customer insights into actionable commercial strategies and clear recommendations.
• Provide regular executive updates on retail performance, account health, market conditions, opportunities, risks, and required decisions.
• Represent Oura’s brand, values, and commercial ambition with confidence and professionalism in every external interaction.

This is a remote role based in the US.

What you'll bring

• 15+ years of progressive experience in retail sales, account management, or commercial leadership, including significant experience leading strategic retail accounts.
• Proven track record of growing revenue, market share, distribution, and profitability across major North American retailers.
• Experience leading complex negotiations and long-term business planning with senior retail executives.
• Strong executive presence, communication skills, and ability to influence stakeholders across functions and levels of seniority.
• Demonstrated success leading, developing, and scaling high-performing sales teams.
• Deep understanding of the North American retail market and consumer electronics, connected devices, health technology, or another relevant consumer category.
• Proven ability to create, review, and interpret financial, market, category, and customer performance information and translate insights into action plans.
• Exceptional strategic thinking, judgment, prioritization, and problem-solving skills.
• Proven ability to operate effectively in a fast-paced, high-growth environment with ambiguity and changing priorities.
• Excellent negotiation, relationship-management, written, and verbal communication skills.
• Passion for wellness, technology, Oura’s mission, and delivering results through others.

Benefits

At Ōura, we care about you and your well-being. Everyone here at Ōura has a ring of their own and we are continually looking to improve employee health.

What we offer:

• Competitive salary and equity packages
• Health, dental, vision insurance, and mental health resources
• An Ōura Ring of your own plus employee discounts for friends & family
• 20 days of paid time off plus 13 paid holidays plus 8 days of flexible wellness time off
• Paid sick leave and parental leave

Ōura takes a market-based approach to pay, which may vary depending on your location. US locations are categorized into tiers based on a cost of labor index for that geographic area. While most offers will be closer to the starting range, successful candidates' pay will be determined based on job-related skills, experience, qualifications, work location, internal peer equity, and market conditions. These ranges may be modified in the future.

Region 1 $242,000-$285,000Region 2 $218,000-$257,000Region 3 $196,000-$231,000

A recruiter can determine your Region based on your US location.

We are not considering candidates residing in the following states: Alaska (AK), Delaware (DE), Iowa (IA), Mississippi (MS), Nebraska (NE), South Dakota (SD), West Virginia (WV), and Wisconsin (WI).

ŌURA is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. We will not tolerate discrimination or harassment based on any of these characteristics.

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