DESCRIPTIONquip is rebuilding how it acquires and keeps direct-to-consumer customers, and the Director, DTC Channel owns that rebuild. Subscription is the heart of our business, and this seat owns whether it grows: the channel P&L, the acquisition budget, and the full funnel from first click through first repeat purchase.
This is a hands-on role. You'll set the strategy and then get into the work to prove it out, in the numbers, the funnel, and the platforms themselves. Expect to move from a spend review to a checkout conversion problem to a subscriber churn cohort in the same week, and to own the number across all three.
In your first 90 days we'd expect a clean baseline of the funnel and a prioritized, sized list of where we're losing customers. From there, measurable movement in blended CAC and payback, and a testing cadence that leaves a record of what worked.
This is a
hybrid role based in our DUMBO, Brooklyn office two days per week.
Base Salary: $170k to $190kThis range represents anticipated base salary range for this position, in addition to competitive benefits and equity (as applicable). We carefully assess and consider several factors with each candidate, including location, role-related knowledge, experience and skills. Compensation may vary based on these considerations
RESPONSIBILITIESChannel 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
Benefits:- Hybrid working environment, with an office located in the heart of DUMBO with breathtaking views of Manhattan Bridge
- Year round early "summer Fridays"
- WiFi enabled rooftop
- Competitive medical benefit package
- Commuter benefits for parking & transit
- Competitive paid parental leave policy for qualifying employees
- Open vacation policy
- Dog-friendly office space
- 401k Tax Benefits
- Competitive compensation package
- Fully stocked kitchen with snacks (make sure to use your quip after snacking!)
- Your very own quip with employee discount packages
- The opportunity to help us make oral care more simple, effective and accessible!
