Powering growth in the digital economy

Director of Growth - D2C

Ecommerce - Marketing
Ref: 1736 Date Posted: Monday 11 Jan 2021
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Director of Growth

D2C Powerhouse

Very Competitive Basic Salary + Benefits


Are you an experienced Head/Director of Growth or Performance Marketing? Pivotal are delighted to have been retained exclusively to conduct a search for a Director of Growth to join this established and well respected D2C powerhouse.


The Opportunity:

Our client are a disruptive Series D funded D2C (one-off purchase and subscription) business and have raised over $450 million in funding. They have grown to 500+ employees globally and are recognised as being best in-class.

Their journey started in 2013 in the US offering men’s grooming products. Since then, they have expanded to the UK and developed their grooming brand into a well loved personal care powerhouse, and launched a women’s brand.

Amazing people are the cornerstone of the business. Their team is comprised of some of the most brilliant, diverse, and humble people you’ll ever meet.

Despite being a market leader their startup mentality remains. They prioritise test and learn approaches, teamwork and collaboration, creative problem solving, and collaboration is of paramount importance. Come for the coffee and free products, stay for the amazing, passionate culture.

Since launching, they generate 9 figure annual revenues, boast 20 million customers and have significant market share.


Role: Director of Growth

  • Lead the UK Performance Marketing function across a broad range of direct response channels (TV, Digital and Offline), building strategy to execute multi-million pound budgets that drive strong, scalable and trackable results against performance KPI’s such as CPA, LTV, ROI

  • Manage, coach and develop the Performance Marketing team, including channel managers (digital and offline), creative and analytics.

  • Nurture a culture of innovative high-velocity testing, using internal tools and seeking new ones to set-up, prioritise and run statistically significant tests to drive performance, conversion, and retention gains. 

  • Responsible for forecasting, reporting on and regularly re-evaluating the performance of the DTC business, with senior level sign-off on budgets, new customer numbers, CPA, revenue, and margin.

  • Work in tandem with the superb Brand Team, input into brand planning, and partner with them to plan and execute above-the-line brand campaigns that are crafted to hit both medium to longer term brand health goals whilst also driving a significant uplift for the DTC business.

  • Key DTC input on workshopping new web features, working closely with the product and engineering team to prioritise and drive projects that improve efficiencies, increase conversion rate and deliver better digital experiences for our customers. 

  • Be the senior point of contact for agencies we work with, and input into strategic planning and optimisation of their work.  

  • Own UK attribution modelling, verifying and optimising set-up to ensure channel performance is realised beyond post-click, allowing us to broaden our channel mix and justify spends throughout the funnel to ensure sustained long-term growth.

  • Partner with the global Data/Analytics team on projects that improve our reporting functionality, ensuring the business have cutting-edge tech to support ambitious growth goals.

  • Collaborate with Growth leaders across the business to knowledge share, inform and update, and ensure the business remains at the cutting edge of any new innovations across the organisation. 

  • Work alongside the retail team, understand and optimize omnichannel performance across DTC & Retail, conducting analysis into how customers shop across multiple platforms and how revenues can be maximised.


We Are Looking For:

  • Circa 10 years’ experience, with 6+ years’ experience in eCommerce with demonstrated success scaling DTC brands (ideally with subscription eCommerce experience)

  • Strong track record of leading, inspiring, and coaching teams, comfortable rolling your sleeves up wherever needed in a player/coach capacity, setting clear goals and motivating goals.  

  • Acute understanding of leading teams to grow digital brands via a diverse range of data-driven direct-response marketing channels including Digital, Offline, TV and more. Always looking to stay ahead of new channel developments and getting ahead of the curve to test their effectiveness.  

  • Familiar working with KPIs such as LTV, CPA and ROI, paybacks, and developing new metrics to meet the evolving needs of the business. 

  • Proven ability setting long-term strategy, working through ambiguity and developing a clear and motivating vision for teams, incorporating both cross-functional and company-level goals.

  • Understanding and appreciation of the importance of brand marketing to performance marketing goals, with the ability to flex your thinking across initiatives that affect performance and brand KPIs.

  • Natural cross-functional worker who works collaboratively and effectively with multiple departments, serving as the true expert and voice of their team, building strong relationships inside and outside of the organisation.

  • Can lead complex, multi-faceted, cross-functional projects and hold teams accountable to deadlines and deliverables.

  • Creative thinker that can drive forward new ideas, and instils this value within their team, inspiring them to take bold and exciting risks.

  • Holds the customer at the core of everything they do with the ability to interpret insights into new ideas which will drive the business forward.

  • Super organized - very comfortable spinning multiple plates at once and working in a fast-paced environment. People gravitate to you for clarity and a clear perspective.  

  • Attention to detail - takes pride in executing tasks with a high level of accuracy. Concise note-taking during meetings and communication back to the team. Always looking to provide the bigger picture. 

  • And - you have a sense of humour. 


Timeframes: Pivotal will be assessing and screening applications weeks commencing 11th and 18th January.


Key Skills: Growth, Growth Marketing, Growth Hacking, Head of Performance Marketing, Performance Marketing Lead, Digital Marketing, Paid Media, Performance Media, D2C, Direct-to-Consumer, eCommerce, E-commerce, Paid Social, SEM, PPC, Affiliates, TV, Offline


Pivotal is an equal opportunities employer and we encourage applications regardless of ethnic origin, race, religious beliefs, age, disability, gender or sexual orientation, and any other protected status as required by applicable law.