Director, DTC Channel

RESPONSIBILITIES
Channel Ownership

Own the DTC channel P&L, setting the growth and profitability targets and the plan to hit them
Partner with finance on budget, planning, and forecasting, and own the variance when the number moves
Keep promotional strategy in lockstep with quip’s other channel owners so offers don’t compete against each other
Build the cohort view of our customers, behavioral and demographic, and use it to shape strategy from acquisition through repeat and subscription rather than optimizing the base as one group

Paid Acquisition

Own the DTC acquisition budget against CAC, payback, and contribution-margin targets rather than channel ROAS alone
Own paid acquisition driving quip.com across Meta, Google, TikTok, and affiliate, working with our external media partner; set the allocation and hold it to target
Hold external partners to the same standard of rigor, and keep paid strategy aligned with quip’s other channels
Make the buy-versus-build calls on the tools and data the channel runs on

Funnel and Conversion

Own conversion at every step of the funnel, from traffic to PDP through cart, checkout, and first repeat purchase
Set the priority order on what gets fixed, and quantify the lift on each change
Set offer and bundle architecture that grows AOV and margin without training customers to wait for a discount
Lifecycle and Retention

Own the lifecycle program end to end: welcome, post-purchase, replenishment, winback, and subscriber retention across email and SMS
Drive subscription growth through enrollment, plan design, and the skip, swap, and pause mechanics that keep subscribers active
Define the volume and variety of creative that paid and lifecycle require, and close the loop with content and creative on what performs
Customer Experience

Build the end-to-end customer experience in partnership with digital product and CX, with subscription management ease as the priority
Own CSAT and NPS for the channel, and bring what the community is telling us back into the roadmap
Measurement and Reporting

Own the reporting growth decisions are made from: CAC and blended CAC, contribution margin per order, LTV and payback, conversion by step, AOV, repeat rate, and subscription churn
Build and maintain the weekly growth reporting leadership and the board see, and explain any variance in it
Set the testing agenda across creative, offer, audience, and landing page, and hold a documented cadence of what won and what got cut

Team

Lead and develop the team, setting goals, priorities, and resourcing across the channel’s work
Hold the bar on analytical rigor, and make sure recommendations arrive sized and defensible

REQUIREMENTS
8+ years in DTC or e-commerce, with meaningful time in CPG: physical product, real COGS and margin math, and repeat-purchase dynamics
Experience owning a paid acquisition budget against CAC and payback targets, whether run in-house or through external partners
Hands-on experience with Shopify and Recharge, including building and managing subscription plans, offers, and retention flows
Deep subscription mechanics: enrollment, plan design, skip, swap and pause behavior, churn, and lifetime value
Full-funnel range across lifecycle, merchandising, and site conversion, not traffic alone
Experience managing managers or senior individual contributors
A quantitative operating style: you lead with the model, size an opportunity before chasing it, and can defend your numbers
Fluency across the stack: Meta and Google Ads managers, Klaviyo or similar, GA4, and at least one BI or attribution layer
Track record of identifying where AI-powered tools meaningfully improve a team’s output, and putting them into practice
Comfort in SQL or a query tool is a plus
Experience in oral care, personal care, beauty, or supplements is a plus