Director of Consumer

This is a fully remote position, open to applicants in Tennessee.

📋 Description

• Taking charge of charity: water’s Spring recurring revenue goals — including acquisition, retention, upgrades, and lifetime value (LTV) — as the key metric for team success.

• Developing and overseeing the complete consumer donor journey, from initial gift to multi-year commitment, while actively seeking ways to deepen donor engagement and transition consumer donors into Mid & Major portfolios.

• Creating and refining the conversion pathway from one-time to Spring donations, assessing one-time giving initiatives primarily through the lens of recurring conversion.

• Collaborating with the VP and Revenue Resources team to identify ‘major donor ready’ indicators and establish the handoff infrastructure to capture these signals.

• Managing the paid acquisition strategy across various channels (including paid social, paid search, TV/CTV, display, and direct mail); formulating briefs, guiding agency and contractor partners, and ensuring accountability for performance.

• Rigorously managing a multi-channel paid media budget — forecasting, tracking, and reporting on customer acquisition cost (CAC), cost per acquisition (CPA), return on ad spend (ROAS), and revenue attribution.

• Progressing towards an AI-optimized media operating model that reduces long-term reliance on agencies, while staying informed about how AI is transforming paid acquisition and integrating it into team operations.

• Overseeing and mentoring two direct reports: Campaign Senior Manager and Lifecycle Senior Associate, with defined performance expectations and ongoing developmental feedback.

• Establishing feedback loops between paid media, lifecycle, and campaign functions to enhance learning across all activations.

• Managing channel performance metrics, including CPA, ROAS, retention rates, upgrade rates, Spring conversion from one-time gifts, and LTV.

• Leading the Consumer team’s experimentation and testing framework; creating systems that foster learning across creative, audience, and channel rather than isolated tests.

• Partnering with Growth Product to enhance Spring conversion rates, average revenue per user (ARPU), and retention through landing page and onboarding experimentation.

• Collaborating with Data & Analytics to create a unified reporting system for Spring donor performance across acquisition, retention, upgrades, and LTV.

• Working alongside Corporate Partnerships on shared audience strategies; leveraging partnership-driven awareness to enhance paid retargeting pools, and collaborating with Revenue Resources to develop upgrade pathways that encourage Spring donors towards major giving.

• Incorporating AI tools into Consumer team workflows, focusing on creative optimization, audience targeting, and performance monitoring.

⛳️ Requirements

• 8-10 years of experience in consumer marketing or fundraising with direct accountability for revenue targets, including substantial time in a growth or performance marketing role.

• Hands-on experience in paid media; you have personally directed paid acquisition strategies across digital channels (Meta, Google, paid social) and are well-versed in media planning, audience targeting, creative testing, and budget management at a significant scale. Experience in agency direction is essential.

• A strong commitment to integration and collaboration. You prioritize the growth of the organization’s revenue as a whole over just the Consumer segment. You work effectively with Product, Engineering, and Design teams to create exceptional experiences and robust experimental designs.

• Extensive experience with subscription or monthly giving programs. You have managed a recurring revenue product (subscription, membership, or monthly donor program) and have proven results in acquisition, retention, and upgrades.

• Full-funnel expertise: you have managed or closely guided paid acquisition, lifecycle communications, and campaign programs as an integrated system rather than disparate functions.

• Experience in managing direct reports and agency or contractor relationships. You have a track record of developing talent and holding external partners accountable for their performance.

• Strong analytical capabilities. You are comfortable with metrics such as CAC, LTV, retention cohort analysis, and the indicators that differentiate a thriving recurring revenue program from one that is declining.

• A clear perspective on how AI is transforming paid media and marketing operations, along with a history of embracing new tools before they become commonplace.

🏝️ Benefits

• Unlimited PTO

• Summer Fridays

• 6-week paid sabbatical leave after 5 years of employment

• Annual bonus potential through The Pool

• 401k plan with employer matching

• Medical coverage at 85% plus contributions for Dental/Vision

• Flexible Spending Account (FSA) and dependent day care FSA

• Employer-paid life insurance, short-term disability (STD), and long-term disability (LTD)

• 16-week paid maternity and paternity leave for new parents

• Stipends for home office setup, professional development, and a You-do-You perk

• TSA Pre-check reimbursement

• Flexible working hours; team members are expected to be online from 10 AM - 4 PM ET regardless of location, plus an additional three hours per day asynchronously, which includes an hour for lunch

• 2-4 annual travel commitments that promote team alignment, connection, and in-person collaboration