Senior Director, DTC Growth Strategy

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

📋 Description

• Take ownership of the overarching ecommerce growth strategy for 3-5 high-growth DTC brands, managing the entire customer journey from acquisition to retention.

• Develop and continually enhance comprehensive growth plans that integrate paid media, on-site conversion rate optimization (CRO), merchandising, pricing, promotions, and lifecycle marketing.

• Discover revenue opportunities through landing pages, subscription programs, bundles, upselling strategies, and more.

• Collaborate closely with channel teams to ensure that the acquisition strategy is in sync with on-site experiences, conversion rates, and overall profitability.

• Analyze funnel performance using GA4, Shopify, platform data, and internal dashboards, transforming insights into actionable, prioritized steps.

• Work alongside channel leadership to test various elements across creative content, landing pages, offers, and site user experience (UX) to systematically enhance customer acquisition cost (CAC), conversion rate (CVR), average order value (AOV), and customer lifetime value (LTV).

• Collaborate with Lunar’s technology team to pinpoint key opportunities for implementing Lunar’s proprietary technology solutions to address performance challenges.

• Lead efforts in analytics, attribution, and performance measurement to align marketing results with business objectives.

• Manage performance insights and reporting frameworks to ensure that data informs decision-making and strategic enhancements.

• Maintain and improve internal dashboards for monitoring creative effectiveness, strategic insights, and campaign performance.

• Create agency-wide performance reports that emphasize industry trends and growth opportunities.

• Act as the growth authority in client relationships, facilitating strategic discussions with founders, CMOs, and Heads of Growth.

• Challenge clients to move beyond superficial optimizations, advocating for data-driven decisions.

• Convert complex performance insights into clear stories that foster confidence and engagement.

• Set the standard for ecommerce strategy excellence within the agency, mentoring and elevating Client Strategy and performance teams.

⛳️ Requirements

• Over 8 years of experience in DTC ecommerce, growth, or performance marketing, preferably with consumer packaged goods (CPG) or subscription brands.

• In-depth, hands-on knowledge of the DTC ecommerce ecosystem (Shopify, GA4, Meta, Google, email/SMS, CRO tools, attribution platforms).

• Proven success in driving measurable growth across key metrics such as CAC, CVR, AOV, LTV, and overall revenue.

• Strong affinity for data — skilled in extracting, interpreting, and debating data insights.

• Well-developed perspective on what genuinely influences ecommerce performance as opposed to what merely sounds appealing in presentations.

• Familiarity with subscription models, bundles, loyalty programs, and growth strategies centered on retention.

• Strong instincts regarding merchandising, pricing strategies, and promotional effectiveness.

• Experience in designing or analyzing incrementality tests, marketing mix models (MMMs), or advanced attribution frameworks.

• Ability to assertively identify when certain strategies are ineffective, supported by data.

🏝️ Benefits

• Competitive salary.

• Comprehensive health, dental, and vision insurance.

• Flexible working hours and the option for remote work.

• Opportunities for professional development and training.

• An inclusive and supportive workplace that values creativity and innovation.

• 401k plan with matching contributions.