Responsibilities

• Lead-to-customer conversion. The flows, touchpoints, and offer strategy that move subscribers and site visitors to first purchase. This includes welcome series, browse and cart abandonment, lead nurture, and direct mail programs targeting warm leads.
• Retention P&L. Revenue from email, SMS, and other owned channels, plus LTV, repeat purchase rate, and churn/reactivation for subscription customers.
• Lifecycle strategy end-to-end. The full journey map, including pre-purchase nurture, welcome, post-purchase, replenishment, winback, VIP, and subscription lifecycle, along with segmentation, cadence, channel mix, and offer economics. You must be able to build a future-looking business case.
• Direct mail program. Partnering with vendors and internal ops to design and measure DM touchpoints for lead conversion, reactivation, and high-value cohorts.
• Campaign and flow execution. A team producing a high volume of promotional campaigns and evergreen automations, with a rigorous testing program behind both.
• Team leadership. Setting priorities, unblocking, and supporting the analysis of your team’s work.
• Measurement. Incrementality testing, holdouts, attribution, and reporting on results.

Requirements

• 7+ years in lifecycle, retention, or CRM marketing, with at least 2 years managing a team.
• Scaled owned-channel revenue at a DTC or consumer e-commerce brand, ideally one doing $50M+ annually.
• Built and optimized lead-to-purchase conversion programs: welcome flows, nurture sequences, abandonment recovery, and multi-channel touchpoint strategy.
• Hands-on experience with direct mail as a conversion or retention channel, including vendor management, list strategy, creative, and measurement.
• Deep fluency in Klaviyo is a must. You can build a flow yourself, but you also know when to hand it off.
• Strong quantitative instincts. You design tests that isolate variables, you read cohort retention curves, and you're skeptical of last-click attribution. You can hang with the data team and find joy in identifying opportunities to test.

Preferred

• Experience with subscription mechanics, loyalty programs, or complex segmentation is a strong plus.